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Neatness and Organization makes a great
1st impression 
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Oriental Rugs
Website Directory
Home
Auserehlian School
Rug Cleaning System
Business Plan
Selling Techniques
Instructors
Registration Information
Registration Form
Location Map Large
Locator Map
Alumni School
Advanced Registration Form
Advanced Rug Cleaning
Advanced Course Outline
Student's Success Stories
Graduate's Testimonials
Rug Links
Educational Links
Trade Associations
Travel Tips
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ORRA, Inc. Newsletter
Article
Selling Techniques by Phil
Auserehl
This article is published in the ORRA,
Inc. (Oriental Rug Retailers Association) newsletter, Volume 39, Issue 1
SELLING TECHNIQUES
by Phil Auserehl
The
following article by ORRA member Phil Auserehl of Castle Cleaning and
Rug Company in Berthoud, Colorado has some great tips for those of you
who offer or are thinking about offering Oriental rug cleaning services
to your business repertoire.
Establishing
a good first impression is the singular most important part of a sales
presentation. Basically, being in the cleaning business dictates
its own statement; you must appear clean. All vehicles must be
neat and clean, the
t technicians
and equipment, likewise, should be a statement of cleanliness. A
businesslike approach with a friendly attitude is needed to make a
customer feel at ease during a sales presentation. .ACY sales brochures
are a must. A method of displaying services and products for your
customers to review helps to organize a sales proposal. During the
time you spend measuring and inspecting, a sales brochure is working
like a second salesman with your client. I have often gone back
and measured twice for my literature to do its work. Further into
a sales presentation, pictures can be great assets as visual aids.
The technical equipment
which we are so familiar with is often
foreign to most customers.
Even after a sales that old "buyer's
remorse" can be put aside with a brochure that reaffirms the values
gained for the dollar proposal. Many times a sales presentation is
only done for half of a decision making team. When the husband or
wife needs to review a job quote, without the salesperson present, a
sales brochure will help reiterate the fact behind the figures.
There are many techniques that can be used
to gain a sales in the cleaning business. There are probably as
many methods as there are different types of personalities. Keep
in mind the main objective in a sale is that all parties concerned need
to experience that winning feeling. I have learned that it's
easier to have a person buy a product or service from me, than it is to
sell it to them. Simply advocate the positive features of your
service. Let them tally up the benefits they can acquire by
dealing with you. Your objective should be as a helpful technical
advisor. Now your customer can make an educated decision for
themselves. Allowing the consumer to be their own judge makes them
comfortable with their decision.
A well thought out program of the proper
questions can methodically build a sale best suited to your customer's
particular situation. By seeking out the basic wants and needs of
a customer, you can tailor a package of services best suited for them.
Explanations of the pros and cons of various products and/or services
will help the consumer make a smart decision, for both of you. It is our
responsibility to know the products and materials we work with
thoroughly. This means their capabilities and limitations.
Conveying this knowledge to others will help establish their confidence
in your abilities. The fact that we must sell a cleaning package of
services without showing what the end result might look like is by
itself an intriguing concept. So you see, you must first sell
yourself then back up your promises.
Communication skills must be developed
constantly. There are always different people with different
problems for you to solve. A subtle approach of questions and
answers allows the consumer to participate. Planting seeds for thought
is the way I like to describe it. All of those "add-ons" should be
discussed up front. This will allow the customer to consider them or, at
least, have questions about them ready for later. I begin my
preparation to close with the initial phone contact. At the ed of
a sale, more times than not, the dollar amount is hard to rise again and
again. If the need and benefits of a product warrant it's
purchase, all you have to do is offer it. Let the customer decide
what they are comfortable spending. Remember you don't have to
sell! Just demonstrate the benefits and offer your products and
services with confidence.
Once you and your company have been received
in the home of your customer, don't stop selling yourself.
Maintain a friendly rapport all year round. Send thank you and
reminders to keep them thinking of you. Be sure that they are
aware of any other services you have to offer. Basically sell,
sell and sell!
This article comes from the ORRA (Oriental
Rug Retail Association) Newsletter. If you are interested in
becoming a member and receiving the quarterly newsletter,
click here.
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