Dec 10, 2012

How to sell at Christmas time

Have you already started to think about your sales technique for this year´s Christmas time? How do you want to influence your potential customers or your returning customers? If not, it is the best and also the last time to do it! Christmas decorations are hanging at the mall for a while already. Christmas trees are already being sold, the Christmas markets attract people to enjoy the Christmas atmosphere. It is obvious that Christmas is approaching - or is already here?

Sellers are divided between those who want to attract people with something new and the other half relies on a tested and efficient tactics. Today I was approached by few sellers at Christmas marketplace. But I responded only to approach of one of them. What he did? Why did he attracted my attention? In my opinion, the reason why he sold me, is fact that he respected steps on how to make first contact with people and sell them. What are these steps? They are very simple and well known. But a lot of people already forgot them or never heard about them. I just want you to remind them, wipe the dust from your old fashioned sales skills (if you had them) and start to use them again for a while. Of course you don't have to use them especially at Christmas time but of course during the whole year anytime, anywhere.
 
Steps How To Sell
1. First Impression: Peter and I were just going through the Christmas marketplace on our way home today and I didn´t want to stop or even to buy. But one man approached us on our way. This guy was selling hot wine. I am from wine area, so I love wine and hot wine especially in this time of the year. He approached us loudly, confidently and with conviction that he is selling great and tasty stuff. I looked at him and I saw nice, tall, well dressed and smiling man with his own personal sales style. He definitely made good first impression.

2. Emotions: Hot wine inherently belongs to Christmas atmosphere. People buy just because of the fact that they like talking with friends during drinking hot wine and sharing Christmas feeling with others. This seller was lucky that I love wine and to hang out outside just to watch Christmas decorations and everyone around. He knew what to say and how to say it, in order to attract my positive emotions. Try to think how can you remind people their good memories in combination with your product. People with positive memories on using your or similar product or just on that moment are very easy to sell. To be honest, I   think I have sold myself. Wine he was selling was from my native area so I felt like a duty to buy and support my homeland.

3. Friendly Approach: Starting from the first word to the end of our conversation he was very friendly to us. He was smiling, joking a little bit, willing, but still he looked like that he gives us a value. Some of the sellers sometimes look like: "Please, buy!" He wasn't one of them. He was low and slow, without pressure. Not everyone likes Christmas pressure while buying presents for their closest. Try to be as friendly as you can and be some kind of patient and peaceful angel helping your customers to buy their presents with smile face and peace.

Sold4.Two Positive Options: Despite all these facts, I was still not quite sure if I'm going to buy. Until the time, when he asked me: "So, do you want one for each of you or just one for both?" SOLD. I din´t have a chance to say no. He gave me two positive options. Buy those options had positive results for him, saying: two wines or one hot wine. Either of them still means to buy. Well and I like the idea of sharing things with my partner and I didn´t want to get drunk, but I still wanted to experience the enjoyment so I ended up buying one for us.

As you can see, nothing revolutionary happened. But the idea behind this article wasn´t to give you new view of thinking but to remind you something, what some of the sellers forget to use. Hope, that it will help you to build a good relationship with your new customers and increase your profit. 
 



Jana RylichovaJane finishing her masters in Economics and management - specialised in commercial communication at the university. Now contributing for Playyourday as a former saleswoman with experience in California and no.1 Top Student competitor in management and marketing contest. Her charming sense of humanity is felt all around the place.

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