Here is another post from Yahoo questions…. Interesting!
The sales of “intangibles”? I sold insurance for ten years, took a break for the last seven years, and now am getting back into sales. Possibly, retail sales of furniture to start and go from there. What are some of the major adjustments I will be facing in sales style, approaches, and prospecting?
As said above, tangible sales are generally easier, likewise, sales where people come to you are easier than going to them.
Since you mentioned Furniture, and it happens to be my expertise, I’ll use that as an example. Every furniture stores have their own sales techniques they employ, and to a certain extent, you are limited by what each store’s philosophy is.
Furniture sales is about the customer not the product. Each sale is made or lost based on you ability to read and adapt to each individual customer. Your job is to identify what it is the customer is looking for and help them make it happen. I don’t mean, find out they want a couch, that’s easy, I mean find out what a customer wants from furniture. Comfort, Style, Durability? Then you can present how your product best helps them meet their goals. Furniture sales is easy because its a low pressure approach. If you can make a customer forget you’re a salesperson, and you product can meet their needs, you win.