5 Ways To Be Relational In Your Selling:
Jamberry is a perfect fit for the relational sales process because what you wear on your fingers and toes is a natural extension of who you are as an individual! So tapping into that deeper level of meaning and purpose immediately puts you in a relational frame of mind.
Here’s a few ways to be relational in your sales process…
1. Consult. Don’t Sell:
Approach every customer, not with the mindset of selling them your product, but in helping them find a solution to their problem. Look at yourself first as a “fingernail fashion coach”.
Think about it… yes, the goal of a coach is to win the game. But how can the coach most effectively do that? They do it by helping the team get better. They approach every practice and every game with the mindset of uncovering problems and isolating weaknesses. Then the coach helps the team overcome those challenges in a collaborative, motivating way.
In a way, as a fingernail fashion coach, you’re goal is to help the customer uncover their “fingernail fashion weaknesses,” and then work with them to find a solution that they’re truly excited about.
Luckily, you represent an amazing product called Jamberry that offers a wide range of “solutions” for your customers, and after all, this is why you’re called consultant!
2. Listen:
Listening is an art form, and your number one goal is to get to know your customers better. Before you can begin to talk about your product and the service you provide, you need to understand what your customer’s “pain” is.
Is she frustrated with the cost of receiving a professional manicure from a nail salon?
Does she have four kids and doesn’t have time to do her nails once a week?
Does she lack the “fashion sense” to make appropriate selections when matching styles and colors?
Is she overwhelmed by the amount of “nail fashion” choices available to her?
Listening is clearly the most important part of consultative selling. When you clearly understand the perspective from which your customers are coming, the rest of the sales process falls into place quite naturally.
Let them tell you what they expect your product to do and why it is important to them. They are trying to solve a problem, but until you stop talking you cannot find out what that problem is! You should aim for engaged listening, which is closely tied to Tip #3… asking questions.
3. Ask Questions:
Here’s another analogy… A doctor’s goal is to help their patients feel better and become healthy. But they can’t do this by blindly writing prescriptions for random painkillers and antibiotics.
After listening to their patient’s needs, they must ask questions to make sure the full story is uncovered and all the symptoms have been described. Only then can the doctor confidently present a prescription that meets their patient’s needs.
Here’s a great rule of thumb: Toward the beginning of the relational sales process, your customers should be doing 80% of the talking. If they’re not, you’re not going to have enough information to understand their needs, challenges, and desires.
4. Offer Relevant, Collaborative Advice:
After you’ve listened, asked all your questions, and have a full understanding of where your customer is coming from, the conversation will begin to shift towards you, giving you the opportunity to present solutions to your customer’s needs.
But a carpenter doesn’t build a house with just a hammer. There’s an entire toolbox at his disposal, and in the same way, you’ll need to be careful to not just plop down the product catalog in front of your customers and expect them to go to town.
Frame the conversation around the problems uncovered earlier on…
Has she experienced problems with adhesive nail wraps flaking in the past, or not adhering properly? Perhaps you need to first start with an easy demonstration of how to properly apply nail wraps.
Does she lack confidence in understanding her personal fashion style, and so nail wraps seem like a frivolous and meaningless accessory? You may need to take a more holistic approach in helping her understand her personal style, and offer consultation on choosing flattering clothing and making style & color decisions that are appropriate to her personality.
Even as the weight of the conversation shifts toward you, it should still be engaging for the customer with a goal of working collaboratively toward finding a solution that satisfies her needs.
5. Establish & Maintain:
The relational sales process is ongoing and recurring, so it doesn’t end as soon as the order is placed. Keep in touch with your customers. Engage them by answering questions and offering ongoing support. Follow up through regular communication and newsletters.
Work to establish yourself as the “go to” expert when it comes to nail fashion, and you’ll have customers for life!
The Takeaway
Create an engaging experience for your customers and be useful to them. That’s relational sales!
If you can hone your sales process towards meeting those two objectives, you’ll be well on your way to establishing a customer base that loves you, respects you, and sticks around for the long haul.
royaljamrockstars 