sales pitch

[TBLfan 25]

Not lines, key words yes but lines... not soo much. I've never seen a reason to use lines, but of course some keywords are to be used and some shouldn't be used because they draw a negative response. Basically the only lines that I feel should be used is the opening line and that's only if you can't get them casually talking. I find people respond better when you are more personable and don't sound like you're spouting off lines.

I think you're making the connection that using a line, or words or pitch somehow makes you less sincere. While that can often be true with some salesmen, it is not always the case.

I believe quite sincerely in the product/service I sell, based on feedback I've received from the majority of customers who have used it. However, it's a new enough concept that many prospects throw up mud on the wall as objections (I think because it's too radical). However, my sales have increased as my ability to respond confidently has increased, versus stumbling over my words. As I've discovered which words elicit a postive response from a prospect, I don't reinvent the wheel. I say these lines over and over, but calmly and confidently. As a result, my customers realize that I really am trying to help them achieve their goals.

I don't know, my views might be skewed based on what I sell. When I get an add on, it's a few hundred to a few thousand dollars not thirty to a hundred... admittenly it's a different beast. I'm not saying that you're not personable or that you're a bad salesman but we do things differently. In all honesty(no disrespect) but often you sound like a broken record and it can get kind of annoying. I avoid oggie grip topics for that reason.

[cougarscaptain87 12]

everyone has something different, thats why people have prefrences as to where they shop, price will effect your decision on where you shop, but as it seems a general concensious here, most people will be willing to spend a little more money on something if they feel like the service of the lhs employees is worth the money. ive been in retail sales/management for almost 2 years now, and personally i think i have been very sucessful in using my selling technique. i always let the customer lead me to what they are looking for unless they ask as they are walking in the door, that way you know what items they need and that cuts out the "how can i help you" line. once you initiate contact with a customer, i try to make the conversation very relaxed with no pressure to purchase anything. once the customer tells me what they are looking for, i will have them try on atleast 3 or 4 options and physically show them the advantages and disadvantages of each specific item and then they can generally decide on their own which item suits their personal needs. after we have decided what item they want/need, i will continue the previous conversation about their kids, or where they play, ect and then if they buy the item great, if not i know that they had a good experience with our company, and even though they didnt buy anything that time, it is very possible that they will come back down the road and possibly buy something then.

thats how i do it and it generally works very well for me, obviously this technique will not work for every sales man or every customer but try it out.

[JR Boucicaut 3803]

Hahaha I'm smokin' your ass on total sales and sales per hour!

[cougarscaptain87 12]

i would hardly call that smoking jr!

and i work in waterford, we have skates from 1997, and CCM 192 tacks, yes they are the ones with the black snolite 3

[Cavs019 710]

It's pretty much all been covered, I'm a strong believer in that you shouldn't have to "pitch" anything. Granted I've moved on from my LHS work, but if your store has wholesale accounts with brand X,Y,Z, you should not be favoring one over another for the sake of the store's bottom line. As such, the "pitch" is all about catering to the need of the customer. What is your desired budget, what level do you play at, and did you have any specific product in mind so the salesman can A: Let them try it to begin with, and B: provide alternatives that may work out better are all questions you should be asking.

[JR Boucicaut 3803]

i would hardly call that smoking jr!

and i work in waterford, we have skates from 1997, and CCM 192 tacks, yes they are the ones with the black snolite 3

Hahaha...just busting your balls.

G-Money actually is always one of our company's best sellers. And it's funny though, because he knows nothing about the sports he sells! He doesn't ski, he doesn't snowboard, he doesn't wakeboard...

[Jason Harris 31]

In all honesty(no disrespect) but often you sound like a broken record and it can get kind of annoying. I avoid oggie grip topics for that reason.

That's a fair criticism, but it illustrates a point.

The information is not new to you, thus it comes across as repetitive. On the other hand, some people either didn't search for the information, or didn't know what information to search for, so they create a new topic. I suppose I could post a link to a previous topic, but sometimes that's asking someone to trudge through 67 replies, so I find it just as easy to type another answer, since the odds are there are other new readers on the board who might be interested in the information.

So it comes across as a "line" to those who have heard it before, yet all it is is the factual relaying of information. Looking at sales in general, to someone new, it's a product presentation, whereas to someone who's heard it before, it's just another line. And that's why I think people have an aversion to a pitch, because they somehow connote that it has less sincereity.

[cougarscaptain87 12]

product knowledge jr, thats all you need in watertucky.

[Jim A 4]

sometimes you just have to say "cash, check or charge"

[TBLfan 25]

In all honesty(no disrespect) but often you sound like a broken record and it can get kind of annoying. I avoid oggie grip topics for that reason.

That's a fair criticism, but it illustrates a point.

The information is not new to you, thus it comes across as repetitive. On the other hand, some people either didn't search for the information, or didn't know what information to search for, so they create a new topic. I suppose I could post a link to a previous topic, but sometimes that's asking someone to trudge through 67 replies, so I find it just as easy to type another answer, since the odds are there are other new readers on the board who might be interested in the information.

So it comes across as a "line" to those who have heard it before, yet all it is is the factual relaying of information. Looking at sales in general, to someone new, it's a product presentation, whereas to someone who's heard it before, it's just another line. And that's why I think people have an aversion to a pitch, because they somehow connote that it has less sincereity.

Again, not to sound like an asshole but it has always sounded like a sales pitch. When I first read you talking about an oggie grip to the first time I read you post about salming. It's nothing personal, it works for you, but in my opinion I find giving options and being more personable works better. I've worked in retail and am now a sales consultant and in both I have succeeded. Why? because I'll take the time to remember what we've talked about and remember names as well as what they were looking at previously. At my current job, I've seen a few people that I have made sales to afterwards and all of them greeted me by name and I was able to respond using their name. Not only do they looked surprised but they often ask for my buisness card because I was "a pleasure to deal with."

Basically, all my salesmanship comes from what I like to see or hear when I'm the customer. I don't use lines but I might use keywords that spark a reaction. Offer honest advice as well as present situations that might help me sell an add-on. Again, my job is a different creature but I believe the base of the salesmanship is the same. BUT as they say, to each their own. :)

[Jason Harris 31]

I bought a franchise last year and sell an advertising service to auto dealers. These guys are a tough sell, because they are extremely busy and under so much pressure from ownership. As one said to me, "It's not 'What have you done for me lately?', it's 'What have you done for me today?"' They also complain that they have 20 salesmen a week pitching products to them. so they hate to see salesmen. But I've visited some of these guys 20+ times the past year and haven't yet made the sale, yet we still laugh about it. I'll walk in and these guys will say, "Hey, dude, how's business?" Even the ones who have stopped doing business with me still like me. I recently had one such customer, a guy who's usually cranky, give me a bit of a tone when I didn't say 'Hi" to him because he was talking to his salesman -- "Heellloooo, Jason?....." "Oh, sorry, Tony, it looked like you were busy!"

The bottom line is I don't question whether I've developed a personable demeanor. Nor do I question whether I do the right thing by my customers.

So how would that relate to topics on MSH? First, you have to understand that I don't know a lot about hockey equipment. I only know Salming's older equipment, t'blades, PuckSkin, Oggie Grips and Funk Free. That's it. I don't even remember what brand of elbow or shoulder pads I'm using. Because of that, you've never seen me answer one question about any other brand of equipment.

One other thing you've never seen me do is start a topic about any of those products. I've only answered questions that people have raised and others haven't (or couldn't) answer that directly pertained to those products or on those occasions when those products could legimately be included into the mix to be considered. And I've only answered them either factually or stated when it was an opinion.

Do I give long-winded answers? Does a bear.....

Do I constantly answer certain questions about certain topics? Sure, mainly because they are the only topics I can speak with any knowledge about. Even then, if someone has answered with the same information I'd give, I don't post.

Have you ever seen me use hyperbole or over-the-top descriptions? Never.

Is it fair for you to say it's a sales pitch versus just relaying info? Sure, that's your call.

Back to the topic at hand, I think you may be engaging in semantics to say that 'keywords' are different from a 'line' or a 'pitch' or whatever. Let's say all things are equal. i.e. your personality, integrity, appearance, diligence, perserverence, organization, etc. Let's say all those things are equal, but you do better in sales using certain keywords. That's your pitch.

People have an aversion to that word, because it conjures a lack of honesty, but the two are not exclusive of each other. And, just as you meant no disrepect to me, I mean no disrespect to you to say there's no getting around that choosing certain 'keywords' is another way of saying 'pitch', whether you are an honest salesman or a scumbag.

[TBLfan 25]

While I can agree to a certain extent, I believe my description of "keywords" is more accurate than "pitch."

For example; Let me tell you about our protection plan. In that example, "protection" is a keyword. It's basically a warranty but people respond negatively to the word "warranty" because more than likely they have been burned by one in the past(probably at circuit city/best buy or the like).

An example of a sales pitch; "Let me tell you about our extended covereage plan. Manufacture's warranties have a lot of exclusions and basically only cover you if they can find a defect in parts or workmanship. Our covereage plan protects you whether their is a part defect or whether it breaks under normal use."

I've had to sell extended warranties for a few companies and some like to hear sales pitches, some don't. I find that the more I personalize by asking questions and fitting my "pitch" to their personal lives the better the chance that the customer is going to buy.

I want to make sure that nothing I said offended you in any way, you have been very helpful and professional on this site, if I did offend you I appologize.

[Jason Harris 31]

I can agree with the way you've defined the words. And I also think you hit upon the number one truism in sales: you have to ask the customer what his needs are -- and then fulfill those needs or direct him to a competitor who would be a better fit.

I learned that when I sold waterbeds after I foolishly allowed myself to become bored with college. Anyway, one pay period was shaping up to be terrible, but I finally realized I wasn't paying attention to what the customers were telling me, only that I really needed money so I kept directing them to the expensive items. Once I went back to showing them which items we had that fit their budget and requirements, my sales went back up.

************

There's no denying you touched a nerve, but I will say I have a lot of respect for you. My memory is you posted in one thread last year that you were 18, so for someone who is 19-20 now, you come across as reasoned and mature. Some of your peers don't present themselves that way, so it's refreshing to see.

************

If you ever saw me at the tradeshows, I'm very much in my element, which is being a real huckster. You have to understand that being a small businessman is tough. You pull $100 grand out of your house, then pay at least $5 grand to display at the show (booth, freight, supplies, travel, etc). You're thinking, "Wow, I hope I can sell a couple of hundred sticks to pay for this trip, let alone cover the interest on my loan, let alone start to earn some money." In my case, The Big D has a great job/salary, so it's given me the safety net to take chances with starting a business.

Anyway, after spending $5 grand, I don't let anyone by the booth! I'd stand out in the aisle, and as people would try to pretend they didn't notice the booth, I'd shove my stick or the Oggie (when I helped Joe) into their hand and say, "Whaddya think??" Then I'd pitch, going over as many features and benefits as I could tell their patience allowed. And I paid attention to their reactions, so I could alter my pitch and hopefully make their patience last longer.

Yet I still owe that $100 grand.... :lol:

Anyway, the point I'm making is there is no doubt I pitch when I'm in that mode. I'm ethical and honest, but I editorialize. Conversely, on this site, I've always tried to not editorialize, to just answer the questions. If you saw me pitching at the tradeshow and compare it to the guy who posts here, you'd understand why I've never considered it a sales pitch here. You still might feel it comes across as a sales pitch, but you'd realize the difference is night and day.

[Chadd 916]

After meeting Jason and talking to him on the phone quite a bit I can honestly say that I feel he is honestly trying to help others with his posts here. Personally, I don't believe that there's anything wrong with promoting a product that you believe in. In fact, I do it pretty shamelessly myself at times. I regularly suggest Oggie grips or Funk Free to people when I feel it might be the type of product that they are looking for. In the end, it's all about trying products for yourself and coming to your own conclusion about them, regardless of your thoughts on the people who like or dislike a product.

[TBLfan 25]

Jason, I do appologize, I was a bit brass and short with my explination. I didn't mean to hit a nerve but I can certainly see how I seemingly caught you with a left hook. I should have just come out and said what I did in the past couple of posts, that was my fault. I didn't mean to give that little cheapshot. Like I said earlier, I have a lot of respect for you, even if I do disagree and don't appreciate your way of sales... But again it is something I do read over and over as the months go on. Don't take it personal man, I really didn't mean to seem to discredit you as someone that just wants a sale or to discredit your way of sales.

P.S. I'm 23, but I still appreciate the compliment. ;)

P.P.S. The Red Sox still suck. :P

[jjalb29 0]

If I could add any advice to a Newbie just learning the retail environment. Its been said a hundred times in this post and is very true, respect for the customer and determining their needs.

The vast majority of customers are open to any advice, even though they come in asking for a certain brand/model of equipment. Too many times have I seen employees go "sorry, we dont have that" and walk away.

I've always found success with asking, "Why do you want that particular pad? or "Do you have a special connection to that piece?"

Most customers will respond with "No, Just read about it/saw it somewhere or what not"...which is perfect for you to show comprable models and other brands, sometimes there interested and sometimes there not. Just the name of the sales game.

[Next Sakic 0]

its all about matching the customers needs to the products that the store has to offer. having personal experiences with the products also allows you suggest products that might suit the needs of the people you are trying to help better. i have been to serveral product demos, and have worked in sporting retail for four years. the experiences i have have helped me on the sales floor serveral times

[Cavs019 710]

So you can get a Whip Response+ Nash for me then?

[Hawes_4 0]

Also, don't BS your way through a sale. If a customer asks you a question that you cannot answer knowlegably then let them know that you aren't familiar with that part and you can ask someone that does.