Before+the+Sale

Knowing Your Customer

 * 1) ===Never Judge===
 * Do not guess at what the customer will want/buy
 * Treat all customers equal regardless of age, sex, gender, or appearance
 * 1) ===Know what is/is not important===
 * **Features** - What can the device do?
 * **Price** - Do they want the most expensive or just something affordable?
 * **Reliabilit**y - Is this for daily use or just to be used on occasion?
 * **Technology** - Do they want the latest, greatest or tried and true?
 * 1) ===Be able to relate on some specific common ground===
 * Helps to build trust with the customer
 * Possible topics to discuss:
 * Weather
 * Kids
 * Marriage
 * **//Avoid politics! //**
 * **Speech** - Try to use the same vocabulary level as your customer
 * 1) ===Comfort Zone===
 * Know what the customer considers a comfortable talking distance (personal space)
 * As the customer becomes more comfortable, you can close in on this space

Knowing Your Product

 * 1) ===Stay up to date on new products===
 * New models continuously come out
 * Always be familiar with new products //**before**// they are released
 * 1) ===Know key features===
 * Every device will have highlights and points of interest
 * Make sure you can easily list the main selling points of any item
 * For example:
 * Bluetooth
 * GPS
 * Hands-free activation
 * 1) ===Know special features===
 * Some models may have special features particular to that unit
 * These won't be common selling points, but they are important to know just in case that special customer comes along
 * For example:
 * A headset compatible with hearing aids
 * 1) ===Be able to demonstrate functionality===
 * When a customer comes in to see something, they want to see it in action
 * Do not simply tell the customer what your product can do
 * You need to be able to provide a fully functional demonstration
 * Have a hand-on model the customer can test
 * Be prepared to physically show the customer what your product can do (make sure you have practiced)

Know Your Competition

 * 1) ===Internet is a threat[[image:progressive-insurance.jpg width="329" height="270" align="right" caption="Insurance Competitors" link="http://www.get-insurancequotes.com/Photos/progressive-insurance.jpg"]]===
 * Nowadays, customers have a wealth of knowledge right at their fingertips
 * Most likely, they will come to you after already shopping around
 * You must be prepared for this and know what all is out there
 * Know your competitions weaknesses and advantages
 * 1) ===Know who else offers substitute products===
 * Be aware of any competition you might have
 * Progressive® Car Insurance does an excellent job identifying their competitors (see picture to right)
 * 1) ===Know competitor prices===
 * It is very important to know if someone else is selling a similar product for a different price
 * If a competitor is offering a lower price, be prepared to justify your cost with:
 * Quality
 * Customer service
 * Extended warranty
 * Free shipping
 * It can be very beneficial knowing if your price is lower than the competition