Sales Building Role

[Music] what's it made up B light strong definitely where is well very well hold a suit easily in stock got in stock delivery immediate I'll take it charge charge and send thank you thank you cut hold it a minute I'm worn out just watching you guys Mr Edwards you did your usual fine job of selling a customer who's in a hurry but that's not what we're after today we're not demonstrating speed we want to dramatize the way to build a sale you know I'm not an actor I'm a Salesman all of this is new to me your customer wasn't in the right mood for me to try to boost the sale if that's what you're after slow him down a little and then I can sell him in a different way fine we want to move the customer toward better merchandise with helpful information and advice or at least truck get him to trade up but no high pressure okay from here no take it from the top again normal Pace from your entrance Please Mr Mr Edwards play it exactly as you would in the store right them one take two action good morning I see you have your eye on our Airline luggage that's right I need something for business trips it's good-looking and easy to carry how about this as this is a big seller lightweight construction it'll hold your suit and accessories very neatly do you fly a lot I sure do I go on overnight trips all over the country say I have something here that's just great for quick trips by air it's designed to fit under the seat of an airplane that'll eliminate waiting for your luggage at airports a big time saer seey that's pretty nice it's a beauty nothing I like better than really good leather isn't the leather kind of heavy for carrying around you know there's only a couple of pounds difference between these two try it it has a light aluminum frame after all you're only going to carry one change of clothes yeah that's right this one's really a knockout when you use something a lot I think that it ought to be the kind that you enjoy the most you'll notice that the manufacturer calls this the first class traveler mhm I can see why I wonder how to look after I've used it for a while well the leather will darken it Mellows with a so to speak gets more beautiful and it's reinforced at the corners to take a lot of wear it's good for a long time and notice how well organized these fittings are well I use luggage so much maybe I ought to get myself a present and get something special good G looks to me like the customer was sold what was right for him what he needed he bought luggage that he likes and it'll give him good service but if the salesman hadn't taken control and presented the advantages of better quality none of this would have happened right okay now let's get on to this other situation Mrs Logan will you step in please now this time we want to show another way to boost the total the quick easy extra sale that can be made after the first purchase of has decided on this depends on some logical well-timed suggestions from you Mr Edwards the idea is to help the customer buy all that's needed and wanted okay scene two take one action I know your husband will appreciate your choice well thank you for helping me decide it's a handsome piece well since you like this so much may I show you a companion to it this matching out ofet case just as handsome isn't it oh that's lovely perfectly lovely but I I hadn't planned to buy anything else today no no thank you well maybe your husband's birthday is coming up not his birthday but we do have an anniversary in a few weeks he already hasn't had a shake case but it's kind of tired looking he uses it so much he'd be tickled with this I know in fact I can't think of anything he'd like more well I hadn't intended to but it'll be wonderful to have his gift all taken care of it's a good feeling to have just the right gift already isn't it would you like a luggage tag attached to each piece this is a good design I can have your husband's name printed on them yes please do bags are too beautiful to risk losing cut that ought to do it nicely it shows the power of good suggestions in the sales building process well just one thing we don't want to mislead people to think that the customer always accepts every suggestion they don't but a refusal isn't a tragedy no thank you just means that at least you made a try most tries pay off right and if you don't try to improve the quality or the quantity of the sale customer isn't helped and nobody's satisfied hey what's with you two we just wanted to ask Mr Edwards if his store had this leather luggage in stock I uh I guess we're sold [Music]