This is the most important skill a salesperson can cultivate. How do you develop and maintain self-confidence? Very simple: Know your product. EasyCare offers training for you and your staff, which can be done by phone and takes about 30 minutes of your time. If you believe in yourself and your product, your customers will be inclined to believe as well. (Call to set an appointment.) Also, stay up to date on changes and new products from EasyCare by subscribing to the Dealer Newsletter.
Most salespeople are natural talkers. Taking the time to ask your customer questions and really listening to their answers shows respect for them and gives you a clearer idea of their needs. Ask your customer for details about their horse's hooves, does the horse have a high heel, short toe, etc. Ask for freshly trimmed measurements. Ask them for details about their riding discipline. Get all the information that you can and then suggest the proper hoof boot style.
Emotion plays a major role in sales. There's an old saying that "features tell, benefits sell." Features are the facts about the hoof boots, benefits are told by the emotional response from your customer about the hoof boot. Tell your customers about the benefits of booting and the benefits of the particular boot style that you are suggesting. Then ask your customer questions to see what they like and how they feel about the hoof boot style that you are showing.
(Emotion = The blue Gloves are pretty!)
Building Strong Relationships
Building and maintaining healthy relationships with your customers (and their horses) are key to the first sale, but also builds for many future sales. If your customer likes and trusts you, then they will be a long time customer. Relationship building starts with good product knowledge, good listening skills and selling your customer the hoof boot style that truly meets their needs.
Retail Account Rep
I am the Retail and New Dealer Account Rep for EasyCare. I will be happy to help you with ordering, selecting the most popular styles and sizes of EasyCare hoof boots to stock. Let me help you with suggestions on merchandising and provide training for you and your staff, at your convenience.