1. BECOME AN EXPERT ON WHAT YOU’RE SELLING

2. LABELS & PACKAGING : LABEL- HAS FIBER CONTENT – EX. 100% COTTON IS (IF CLOTHES WILL SHRINK, COLOR FADE, OR CAN PUT IN DRYER) FIBER CONTENT NEEDS TO BE IN DESCENDING ORDER (FROM HIGHEST TO LOWEST) CARE INSTRUCTIONS – HOW TO TAKE CARE OF EQUIPMENT, FURNITURE, ETC. EX. MACHINE WASH COLD CAUTIONS ON LABEL OR PACKAGING- CAN BE USED FOR HUMAN CONSUMPTION OR FOR OBJECTS THAT ARE CARED FOR. EX: WARNING, TOXIC, WARMFUL

3. LABELS & PACKAGING (CONTINUED): ASSEMBLY INSTRUCTION SHEET- DIFFICULTY TO BUILD/ INSTALL PRODUCT PACKAGING- DOES IT TELL YOU WARNINGS ABOUT CARE OR ASSEMBLY EX: FOR SENSITIVE SKIN, BUILDING DIFFICULTIES CARE LABEL- HOW TO TAKE CARE OF CLOTHES OR FABRIC OF. EX: IS IT WASHABLE

4. LABELS & PACKAGING (CONTINUED): PRODUCT CONTENTS LIST ON PACKAGING- A. SERVING SIZE IS SERVINGS PER BAG IS 2 B. INGREDIENTS IS THE PRODUCTS CONTENTS C. NUTRITIONAL INFORMATION IS VITAMIN, FAT, CHOLESTEROL, DIETARY FIBER

5. VENDORS/SUPPLIERS: PRODUCT MANUFACTURER OFFERS BROCHURES OR VIDEOS ON PRODUCTS THEY SELL TIP: BE SURE YOU ARE “SPEAKING THE SAME LANGUAGE” AS YOUR CUSTOMER. DON’T USE TECHNICAL TERMS THEY DON’T UNDERSTAND.

6. VENDORS/SUPPLIERS (CONTINUED): PRIVATE LABEL ITEMS ARE MADE BY FAMOUS MANUFACTURERS, SAME FEATURES AS NATIONALLY RECOGNIZED BRANDS, LESS EXPENSIVE THAN NATIONAL BRANDS (EX. GREAT VALUE FOR WAL-MART)

7. VENDORS/SUPPLIERS: NATIONALLY RECOGNIZED BRAND- (EX. NABISCO MAKES OREOS), MORE EXPENSIVE

8. PRESENTATIONS, PUBLICATIONS, PEERS: SEMINARS & DEMONSTRATIONS, LIBRARY, TRADE MAGAZINE, OR CO- WORKER, MANAGER

9. IDENTIFYING PRODUCT FEATURES SIZE, COLOR, STYLE, MODEL, COMPOSITION, FUNCTION, BRAND, PRICE FEATURE - WHAT THE PRODUCT CAN DO *MANUFACTURER DETERMINES FEATURE BENEFIT - WHAT THE PRODUCT CAN DO FOR YOU *CUSTOMER DETERMINES BENEFIT WHEN A CUSTOMER BECOMES DEDICATED TO USING YOUR PRODUCT/SERVICE- BRAND LOYAL

10. DEMONSTRATING PRODUCT FEATURES a.ALLOW THE CUSTOMERS TO SMELL, TOUCH, TASTE, OR OPERATE THE PRODUCT (ESPECIALLY IF THEY DON’T KNOW HOW TO USE) b.LOOK FOR OPPORTUNITIES TO LET CUSTOMERS EXPERIENCE PRODUCT OR SERVICE i.FOOD (LET TASTE), APPLIANCE (SHOW HOW TO USE) FURNITURE (LET SIT OR LIE IN), COSMETIC (GIVE SAMPLES) ii.MAKE SURE IT IS WORKING PROPERLY BEFORE DEMONSTRATING!! c.TIP: ALWAYS SHOW PRODUCTS UNDER GOOD LIGHTING (NEAR A WINDOW OR OUTSIDE THE STORE IS GOOD)

11. EXPLAINING HOW THE CUSTOMER WILL BENEFIT a.BEFORE CLOSING A SALE- ASK IF THEY WOULD LIKE ANY ACCESSORIES TO GO WITH IT b.CUSTOMERS WANT PRODUCTS OR SERVICES TO DO ONE OR MORE OF THE FOLLOWING: i.PROVIDE FOR THE BASIC LIFE-SUSTAINING NEEDS ii.SAVE THEM TIME, EFFORT, OR MONEY iii.IMPROVE SELF-IMAGE OR STATUS iv.ENHANCE OR MAINTAIN THEIR OTHER POSSESSIONS c.EXAMPLE:……… i.FEATURE: NEUTRAL COLORS: BEIGE, IVORY, GRAY BENEFIT: GOES WITH EVERYTHING, DOESN’T STAND OUT, LOW MAINTENANCE ii.FEATURE: 10 YEAR WARRANTY BENEFIT: NO CHARGE FOR REPAIRS FOR 10 YEARS

12. MATCH THE CUSTOMER’S NEEDS/WANTS BY FIGURING OUT WHAT BENEFITS HE/SHE WANTS TIP: ASK QUESTIONS THAT BEGIN WITH WHO, WHAT, WHEN, WHERE, HOW, OR WHY SO YOU GET AN OPEN-ENDED ANSWER! ESTABLISHING THE PERFECT MATCH

13. RESPONDING TO CUSTOMER CONCERNS a.THE FIRST STEP IN ADDRESSING CUSTOMER CONCERN IS TO MAKE SURE YOU UNDERSTAND CORRECTLY (ASK QUESTIONS) b.MOST OBJECTIONS/CONCERNS CAN BE ADDRESSED IN 3 WAYS: i.PROVIDE MORE INFO 1. (REMIND HOW PRODUCT HELPS THEIR NEEDS) 2.ADDRESS CONCERNS & GIVE ADDITIONAL INFO ii.MAKE IT EASIER TO BUY 1.IF NOT BUYING B/C CAN’T AFFORD, PUT ON HOLD OR LAYAWAY iii.SUGGEST AN ALTERNATIVE 1.SUGGEST SIMILAR PRODUCTS OR COMPARABLE BRANDS

14. ENSURING CUSTOMER SATISFACTION a.GET AS MUCH FEEDBACK AS POSSIBLE b.KNOWING YOUR GOODS & SERVICES WILL MAKE YOU AN EXPERT c.TO IMPROVE THE ODDS OF MAKING CONTACT WITH YOUR CUSTOMERS: i.MAKE SURE YOUR CUSTOMERS KNOW HOW TO CONTACT YOU (MAKE SURE THEY KNOW YOUR NAME) ii.MAKE SURE YOU KNOW HOW TO CONTACT CUSTOMERS (ESPECIALLY FOR EXPENSIVE ITEMS & DELIVERED ITEMS) iii.PROVIDE CUSTOMERS WITH AN EASY WAY TO GIVE YOU FEEDBACK (FORMS OR SURVEY) 1.CREATES LONG LASTING RELATIONSHIP 2.TIP: BEFORE GIVING FEEDBACK CARD, WRITE THANK YOU & YOUR NAME ON IT