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Creating customers

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Dustin Faulkner
Dustin Faulkner

The document provides tips for sales associates at a rent-to-own store on how to successfully close sales with customers. It emphasizes greeting customers with a friendly introduction, spending the first three minutes learning about the customer's needs, demonstrating why renting is beneficial over other options, showing various product options that fit the customer's interests, addressing any objections, and finalizing the sale. The overall goal is to build rapport with customers and help them find the right products within their budget.

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CreatingCreating CustomersCustomers Winning on the Sales Floor Dustin Faulkner
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!Greet the Customer! Welcome to Rent-A-CenterHow are you today!Welcome to Rent-A-CenterHow are you today! STOP!STOP! What youre doing when your customer walks through the door andWhat youre doing when your customer walks through the door and Greet them as your walking through the showroom to meet them! This isGreet them as your walking through the showroom to meet them! This is the most important step to successfully closing your sales!the most important step to successfully closing your sales! The customer is the ONLY thing that matters right now!The customer is the ONLY thing that matters right now! 3 Minutes!3 Minutes! You want to spend the next 3 minutes with your customer! These 3You 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 thisminutes 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 firstsale! Introduce yourself! You only get 1 chance to make a first impression!impression! Ice Breakers:Ice Breakers: 1) How do you like this weather?1) How do you like this weather? 2) Wait till you see our Hot items of the day!2) Wait till you see our Hot items of the day! 3) How did you hear about ?3) How did you hear about ? 4) Did you see news this morning?4) Did you see news this morning? 5) Have you seen our specials! (Advo)5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now!6) Your just in time..The next tour starts now! 7) Are you Familiar with ?7) Are you Familiar with ? 8) Have you been to a ? before?8) Have you been to a ? before?
Why Rent-A-Center is a great way to own! Now is your opportunity to let your customer know why Rent-A-Center is a great way to own incredible name brand products! Explain the Rental Program They can own our name brand products in as little as ? weeks! We also offer Semi and Monthly programs based on their needs! How do we derive at cash & carry price, power packages, ect. ? Explain the Low Price Guarantee Rent-A-Center 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 Rent-A-Center 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! RememberIt 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 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

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Creating customers

  • 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!Greet the Customer! Welcome to Rent-A-CenterHow are you today!Welcome to Rent-A-CenterHow are you today! STOP!STOP! What youre doing when your customer walks through the door andWhat youre doing when your customer walks through the door and Greet them as your walking through the showroom to meet them! This isGreet them as your walking through the showroom to meet them! This is the most important step to successfully closing your sales!the most important step to successfully closing your sales! The customer is the ONLY thing that matters right now!The customer is the ONLY thing that matters right now! 3 Minutes!3 Minutes! You want to spend the next 3 minutes with your customer! These 3You 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 thisminutes 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 firstsale! Introduce yourself! You only get 1 chance to make a first impression!impression! Ice Breakers:Ice Breakers: 1) How do you like this weather?1) How do you like this weather? 2) Wait till you see our Hot items of the day!2) Wait till you see our Hot items of the day! 3) How did you hear about ?3) How did you hear about ? 4) Did you see news this morning?4) Did you see news this morning? 5) Have you seen our specials! (Advo)5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now!6) Your just in time..The next tour starts now! 7) Are you Familiar with ?7) Are you Familiar with ? 8) Have you been to a ? before?8) Have you been to a ? before?
  • 4. Why Rent-A-Center is a great way to own! Now is your opportunity to let your customer know why Rent-A-Center is a great way to own incredible name brand products! Explain the Rental Program They can own our name brand products in as little as ? weeks! We also offer Semi and Monthly programs based on their needs! How do we derive at cash & carry price, power packages, ect. ? Explain the Low Price Guarantee Rent-A-Center 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 Rent-A-Center 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! RememberIt 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 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