While reading the book loaned to me, I came across a section in a very long chapter that clicked for me. It's not that the rest of the book didn't make sense, it's just that it feels like a lot of this information doesn't apply to me. This book seems to be written for a crafter who makes a LOT of things in a short time.
Anyway, it moves on to salesmanship, and lists some suggestions/techniques to "catch" a sale.
This information really resounds with me, because it is not something I do naturally. It is something I will have to practice, and really work on.
- Make eye contact and invite the person into your booth/space.
- Ask open-ended questions and listen sincerely. Answer questions. Instead of saying "do you like this?" ask, "What do you like about this?" "What are you looking for?"
- Demonstrate. Encourage the buyer to touch the items.
Human communication takes place in these four zones:
Public (12 ft +)
Social-Consultative (4 - 12 ft)
Personal (18 inches - 4 ft)
Intimate (9 - 18 inches)
The closer a person moves to you, the move interested they are, and therefore the more willing they are to engage in a business transaction. Moving into a person's space can be done in a charismatic fashion and bring them to the mindset of purchase, but done incorrectly it can spook the person and ruin the deal, making them uncomfortable with you (and your products).
Keep your booth open and uncluttered.
A counter between you and your customer adds distance between you and can be a barrier to a sale, giving an uninterested customer a "quick getaway"
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