If you've got a better way to sell something, let us know! Here are a
few selling ideas:
Zoom lenses: "Always hand the
camera to the customer with the lens set to its widest field of view. Have them
point it at a distant object and then tell them how to zoom in ("pull it in like a
slide trombone" for example.) At least one out of three will say wow!" …Chris Lydle, Chris' Camera Center in New Jersey
Kodak Royal Gold Multipacks:
"Will you be paying with cash, check, credit card or Kodak Voucher today?" …That's
what Barry Glick of New York's Westside Camera asks at the cash register.
Selling yourself:
"Your reputation and credibility as a sales
person is worth more to you than any amount of commission you will ever earn after closing
a sale" ! Regards, Steve Holland -
Southeastern Photographics, Inc.
"Your customers come to you for a very important
reason-- they want to know YOUR opinion. When you want to be SURE that they know what you
think simply use the phrase, "I recommend..." For example, "I recommend 400
ISO film for most situations," or, "I recommend getting the larger zoom; it will
give you more options in the long run." This phrase is remarkably good at letting
people know what you think they should do, I recommend using it." …M. Sean
Lafferty
"When selling a camera and after
probing the customer I always start off with "What I like about this camera is
..."; All of the cameras have a feature that will work for this and it tells the
customer right up front why you chose a particular camera to show them."
…Mark Hall, Sales/Training Coordinator Wolf Camera
Longer Zoom Lenses: "Step young parents up from an 80-200 to a
75-300mm lens by telling them "at your daughter's soccer games, your pictures will
look 50% bigger and closer than the ones the guy next to you is taking. They'll think
you're a better photographer, but it will really just be because you've got better
equipment." Make the customer a part of the conspiracy." …Jim Curran, Chris' Camera Center in New Jersey
Film versus the digital image:
"As a defense to the knee-jerk need to "archive" film digitally, ask if the
buyer would also like to scan the deed to his house and then destroy the original
document. A new appreciation for film should be the result. We should "archive"
digital images on film!"
…(john castronovo)
"Smile Ask
Listen Educate Sell" …Ron Lakin-Reed's Cameras
"Don't expect a customer to know
all the insider's language. Instead of asking "do you want an
SLR" ask "would you like a camera that lets you look through the same lens that
takes the picture, so what you see is exactly what you get?" And if you have to talk
about f-stops and shutter speeds with neophytes, compare them to plumbing."
…Chris Lydle, Chris' Camera Center in New Jersey
"Customers don't care how much you
know until they know how much you care!" source unknown..... Todd A. Talamo,
Sales Training Coordinator, Wolf Camera
"Always show the most expensive
camera first; It is better to show the customer the camera with all the features because
it is easier to sell down then sell up."
Brian Butler at Wolf Camera
"What kind of photos do you WANT to
take?" Rita
Wagner at Wolf Camera
After careful listening to you customer
describing what they would like to do , make your best choice on what equipment fits that
need . While showing the customer how this works on the camera, reaffirm that the benefits
of this product's features are met by your suggestion of products. This establishes the
value of the product to meet their needs.…Jim
Everhart at Wolf Camera
In selling cameras I like to emphasize
not getting too technical. Most customers just want to know how to push the button that is
going to capture a personal memory. In giving them technical jargon you are more likely to
lose a sale. Keep it simple!…Nikki Kresse
at Wolf Camera
Spotting Scopes: "Put up a target
- we use a four-inch-square sign with a postage stamp on it, 30 feet from the selling
area. It's legible with a 36-power scope but the customers usually can't even find it with
the naked eye." …Cindy Reiser,
Chris' Camera Center in New Jersey
"I don't know if this is a tip or a
philosophy, but I am always telling our people: "Listening is more
important than talking." regards, Henry Posner/B&H Photo-Video http://www.bhphotovideo.com
E-mail your
short selling tips to P/INN
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