1. Prospecting, Recruiting and Sponsoring (Recruiting With Retailing)

2. Encourage participation, bonding create interaction and awareness
ORGANISE
HOME/GROUP EVENTS
PRODUCT SHOWCASE
DEMONSTRATION
APPLICATIONS
SAMPLING
–––
Encourage participation, bonding
create interaction and awareness

3. The Art of ‘PROBING’ Questions
The kind of questions we ask…
…can lead the conversation direction
Asking open-ended questions allows respondent to
expand, explain / add value
to the process

4. Create the environment
1. Set the mood right
Profile the environment
Know who/what you are talking to
2. Ask questions… phrasing differently
– Tell me more about your health… your skin…
– Are you aware of...
– How have you been addressing this issue?
– What changes do you want to see?
– Have you thought of other alternatives?
– What do you think are the reasons...
3. Listen for the answers…
4. Acknowledge what the customer says
5. Check your understanding of the answers
6. Create opportunities… lead up to follow-up questions
Create the environment

5. Be a solutions expert! Establish yourself as a credible professional
1. Be prepared
– know what you are selling and how to match products to needs
2. Be thoughtful
3. Be tactful
Be understanding
– relate to the customer’s situation, needs/challenges
Be appropriate – ask the right questions at the right time
Be able to ‘influence’ the customer’s current thinking
7. Cultivate interest and curiosity …
for events, products
Be a solutions expert!

6. Master sales techniques
1. Create the impression of urgency
2. Flatter (…subtly)
Complimenting a customer’s taste at having
picked a certain products,
eg. “Good choice!”… “Ooh… nice”
5. Be responsible
& reliable
Deliver your
promise •
When you make
a mistake, offer
sincere apology
Be respectful
3. Make customers feel “obligated“
• e.g. – getting a drink for the customer
• be sincere … show kindness
4. Don’t rush a sale
• Never attempt to actually make decision
for the customer
Master sales techniques