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Creating Customers

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Dustin Faulkner
Dustin Faulkner

The document provides tips for salespeople on how to successfully close sales at their store. It recommends greeting customers immediately upon entering, spending 3 minutes getting to know them, and explaining the benefits of rent-to-own programs such as no deposit or credit needed. Salespeople should give product tours highlighting 3 features and benefits of each item and present pre-leased merchandise as a good value. It concludes by advising staff on how to directly ask for the sale and overcome common objections from customers.

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Creating Customers Winning on the Sales Floor Dustin Faulkner Divisional Sales Manager - Western Operations
Whats Our GOAL for Today? Wheres our GAP for the month? How important is our goal board? Weekly Customer Delivery Goals 20 Customer Ds Minimum 30 Customer Ds Standard 40 Customer Ds - Goal ?
Greet the Customer! Welcome to ?How are you today! STOP! What youre doing when your customer walks through the door and Greet them as your walking through the showroom to meet them! This is the most important step to successfully closing your sales! The customer is the ONLY thing that matters right now! 3 Minutes! You want to spend the next 3 minutes with your customer! These 3 minutes are critical! This is where you set the tone for the rest of this sale! Introduce yourself! You only get 1 chance to make a first impression! Ice Breakers: 1) How do you like this weather? 2) Wait till you see our Hot items of the day! 3) How did you hear about ? 4) Did you see news this morning? 5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now! 7) Are you Familiar with ? 8) Have you been to a ? before?
Why ? is a great way to own! Now is your opportunity to let your customer know why ? is a great way to own incredible name brand products! Explain the 12 month Program They can own our name brand products in as little as 12 months! We also offer 18 and 24 month programs based on their needs! How do we derive at cash & carry price, power packages, ect. ? Explain the Low Price Guarantee Aarons gives you a low price guarantee. This means that if you find identical products that we carry advertised either retail or lease total cost to own we will meet or beat that price or give the customer $100! The Aarons Benefits to the customer: * No deposit or processing fees! * Early payout!/90 days same as cash! * No Credit Needed! * Service the entire time your leasing! * Absolutely NO hidden charges! * Free Delivery and Set up!
I Have Exactly What Youre Looking For! Remember It doesnt matter what product your customer is interested in, we have many different models, sizes, and price ranges in all product categories in your store! Give them the product Tour! Example: Customer Hi, I saw your ad and Im interested in the 52 HDTV for 149.99! SM/CSR Great, Thats just one of my specials! Let me show you even more! The customer may have been drawn into your store by the $149.99 HDTV, but, they have no idea about all the OTHER savings you have to offer! Explain at least 3 Features & Benefits of each product you show! Examples: F: Gallon Storage in the door. B: Easy access for the kids to reach the milk. F: Variable Audio Output B: You can hook your stereo right to the TV! F: Zippered cushion covers B: You can machine wash the covers!
* Pre-Leased Merchandise * Selling Pre-leased - vs - Selling Savings? How do you present/display your pre-leased? Starbursts - Balloons - Todays Special? Creating Packages to create more value? Create a greater value to the customer! Is my Pre-leased product on my floor priced right? Pre-Leased Price Chart! Computer Pricing?
Closing the Sale is Easy! At this point your customer should be as excited as you are about the product they want or need for their home! Lets Close the Sale! Asking for the Sale: A) Your right Miss Smith, thats a great picture on the 55! What day did you want that delivered? B) Yes, I have the washer in white! Do you want me to type that up Monthly or Semi-Monthly? Over Coming Objections: A) You need to talk to your wifeIve got a better idea! Lets surprise her! B) You dont get paid until FridayNot a problem! Ill get everything ready and my GM will arrange for a COD on delivery for Friday! C) Your not sure thats the screen size you want?...Lets try it out! Remember, theres no long term obligation! Try it before you buy it! Re-Close: After over coming objections If you feel your losing the sale at ANY point - TO(Turn Over) the customer!

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Creating Customers

  • 1. Creating Customers Winning on the Sales Floor Dustin Faulkner Divisional Sales Manager - Western Operations
  • 2. Whats Our GOAL for Today? Wheres our GAP for the month? How important is our goal board? Weekly Customer Delivery Goals 20 Customer Ds Minimum 30 Customer Ds Standard 40 Customer Ds - Goal ?
  • 3. Greet the Customer! Welcome to ?How are you today! STOP! What youre doing when your customer walks through the door and Greet them as your walking through the showroom to meet them! This is the most important step to successfully closing your sales! The customer is the ONLY thing that matters right now! 3 Minutes! You want to spend the next 3 minutes with your customer! These 3 minutes are critical! This is where you set the tone for the rest of this sale! Introduce yourself! You only get 1 chance to make a first impression! Ice Breakers: 1) How do you like this weather? 2) Wait till you see our Hot items of the day! 3) How did you hear about ? 4) Did you see news this morning? 5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now! 7) Are you Familiar with ? 8) Have you been to a ? before?
  • 4. Why ? is a great way to own! Now is your opportunity to let your customer know why ? is a great way to own incredible name brand products! Explain the 12 month Program They can own our name brand products in as little as 12 months! We also offer 18 and 24 month programs based on their needs! How do we derive at cash & carry price, power packages, ect. ? Explain the Low Price Guarantee Aarons gives you a low price guarantee. This means that if you find identical products that we carry advertised either retail or lease total cost to own we will meet or beat that price or give the customer $100! The Aarons Benefits to the customer: * No deposit or processing fees! * Early payout!/90 days same as cash! * No Credit Needed! * Service the entire time your leasing! * Absolutely NO hidden charges! * Free Delivery and Set up!
  • 5. I Have Exactly What Youre Looking For! Remember It doesnt matter what product your customer is interested in, we have many different models, sizes, and price ranges in all product categories in your store! Give them the product Tour! Example: Customer Hi, I saw your ad and Im interested in the 52 HDTV for 149.99! SM/CSR Great, Thats just one of my specials! Let me show you even more! The customer may have been drawn into your store by the $149.99 HDTV, but, they have no idea about all the OTHER savings you have to offer! Explain at least 3 Features & Benefits of each product you show! Examples: F: Gallon Storage in the door. B: Easy access for the kids to reach the milk. F: Variable Audio Output B: You can hook your stereo right to the TV! F: Zippered cushion covers B: You can machine wash the covers!
  • 6. * Pre-Leased Merchandise * Selling Pre-leased - vs - Selling Savings? How do you present/display your pre-leased? Starbursts - Balloons - Todays Special? Creating Packages to create more value? Create a greater value to the customer! Is my Pre-leased product on my floor priced right? Pre-Leased Price Chart! Computer Pricing?
  • 7. Closing the Sale is Easy! At this point your customer should be as excited as you are about the product they want or need for their home! Lets Close the Sale! Asking for the Sale: A) Your right Miss Smith, thats a great picture on the 55! What day did you want that delivered? B) Yes, I have the washer in white! Do you want me to type that up Monthly or Semi-Monthly? Over Coming Objections: A) You need to talk to your wifeIve got a better idea! Lets surprise her! B) You dont get paid until FridayNot a problem! Ill get everything ready and my GM will arrange for a COD on delivery for Friday! C) Your not sure thats the screen size you want?...Lets try it out! Remember, theres no long term obligation! Try it before you buy it! Re-Close: After over coming objections If you feel your losing the sale at ANY point - TO(Turn Over) the customer!