Sales without salespeople. How to make a sale without saying a word.

Written By: Jennifer Gluckow

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I walked into an art store selling art from local artisans. The store was set up with mini shops within the store itself. Each artist had their wares on display. Mini museums.

As we walked around, I noticed one thing: There were no salespeople. As we got further into the store, I thought this couldn’t be true! Where are the salespeople? WHY are there no salespeople?

When we walked in, my first impression was, “Wow this place is full of art,” but my second thought was “WOW this place is so creative. I wanna see what’s next, I wanna see what’s next.” That feeling generates a motivated buyer. It generates the feeling that you can’t leave without buying something, at least one thing.

The creativity of the art was compelling. I was looking to see the creativity, but I was also looking to buy.

Can you imagine your business with no salespeople? How many sales would you make? Meanwhile, at this art store, there were people congregated at the front of the store, on-line, art in hand, waiting to pay.

#Creativity: Can you imagine your business with no salespeople?
How many sales would you make?

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Here’s what makes these sales so successful and how can you replicate it with your business…

  • Ultimate creativity. Not just “shopping” but actually looking with the intent to make a purchase. Looking and wanting to BUY!
  • Attractive merchandising. Eye appeal for every type of buyer. Displayed with creative pride.
  • Unintimidating environment. People (customers) feel like they have the freedom to browse and buy on their own. An environment where they don’t feel it’s forced.
  • Great variety. Each artist appeals to someone, but not everyone. There are more than 100 artists on display. Something for everyone.
  • Unique items. One-of-a-kind art makes a statement: “buy it now, or you may never see it again.”
  • Inviting, exciting atmosphere. As I walked around, I couldn’t wait to see the art in the next booth.
  • Friendly people. Totally accommodating, smiling people, ready and happy to take your money.

ASK YOURSELF: What’s welcoming about your place? What’s creative about your place? What’s inviting about your place? What’s attractive about your place? What’s non-confrontational about your place? What smells at your place? Are you offering cookies or popcorn, or GREAT coffee? NOTE: If you offer coffee, make sure it’s DeathWish Coffee. It smells great and tastes ever better than it smells.

The bottom line: Do you make your prospects feel at home in your place of business? Relaxed? Willing to buy if they see something they want or need?

Can you imagine this… You walk into a car showroom, and it is the most welcoming, non-confrontational sales showroom on the planet. The smell of fresh baked cookies fills the air. The happy, friendly salesperson comes over and says, “Which car would you like to take for a spin?” Okay, you may want to pinch yourself – that would be a dream. Car buyers don’t ever wanna deal with car salespeople.

Searching for a new electronic? I bet you’re in the habit of doing your research online so that if you do buy in the store, you already know what you want. People are buying online for convenience AND not having to deal with salespeople (plus who doesn’t love the ability to make a purchase at 2 AM in their pajamas?).

So when did the salesperson become persona non-grata? ANSWER: They didn’t. Yes, there are a few sleazy sellers ruining it for many, but in general, customers WANT to work with a salesperson. They WANT a RELATIONSHIP. They WANT HELP. They WANT an opinion from a TRUSTED ADVISOR. Are you?

Back to Asheville.

At the Asheville art store, while I would have loved to meet the artist, the creator, (not someone who was just a salesperson), but someone who was passionate about the art who could have formed an emotional attraction. Someone who could have told me stories about the art’s history, or inspiration. If they had been there, their sales could have doubled. But they seemed to be content to let their art sell itself.

The truth is, the art didn’t sell itself, it’s creativity did. The main selling factor, the creativity factor, was everywhere. Each artist cultivated their own museum, their own showcase with art that was unique and creative.

The people (buyers) were in a happy mood -- a buying mood – the artists left their work to speak for themselves -- and people bought. It’s powerful to make a sale without saying a word. How many words does it take you?

The challenge is not only what are you doing to create attraction, but what’s your creativity factor?

Challenge for the week – try to make one sale where you don’t say one word.

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Jennifer Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. Okay, she’s not ALL New York. She’s traveled the world, educated in the Midwest, and spoken to audiences from coast to coast. Jennifer’s a speaker, trainer, writer (read her free e-book), blogger, Facebooker, Instagrammer, Tweeter, and YouTuber. She is online and on the money. Drive, persistence, and winning through a desire to serve, have made Jennifer Gluckow an example of how to “make it” in New York, and her mission is to teach you how to make it anywhere.

Jennifer Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. Okay, she’s not ALL New York. She’s traveled the world, educated in the Midwest, and spoken to audiences from coast to coast. Jennifer’s a speaker, trainer, writer (read her free e-book), blogger, Facebooker, Instagrammer, Tweeter, and YouTuber. She is online and on the money. Drive, persistence, and winning through a desire to serve, have made Jennifer Gluckow an example of how to “make it” in New York, and her mission is to teach you how to make it anywhere.

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