Selling wireless phones and packages can be a rewarding career as this position helps customers maintain communication while ensuring they obtain the best phone and wireless plan for their needs. To enhance the profitability and likelihood of a customer purchasing a phone/plan, several selling techniques can be implemented during everyday customer interactions.
Educate the Customer
One of the most effective retail sales techniques for a wireless sales associate is to educate the customer. This technique benefits the customer in two ways: providing ample information so the customer can make a proper decision, and establishing a level of trust between the sales associate and the customer. Sales associates can educate the customer by breaking down each wireless plan and disclosing the pros and cons of each plan as well as reviewing phones the customer is interested in. By educating the customer, the buyer will be satisfied with her purchase, which may help reduce the likelihood of returns or exchanges. To properly educate customers, a sales associate must hold a solid knowledge of all products and services to guide the customer to the best decision.
Ask Specific Questions
Asking specific questions shows customers that the sales associate desires to find the best wireless package and phone for their needs. Questions should be specific to narrow down possible product/service choices within a short amount of time. Questions such as, "Do you plan on texting or surfing the Internet on your phone?" or "How many minutes each month do you normally talk?" are the type of questions that should be asked. These type of questions help the sales associate guide the customer to the best phone and wireless plan. The goal should be to show the customer a potential phone and wireless plan after asking three-to-five questions. Once the sales associate has determined the best choices for the customer, he should involve the customer by providing hands-on demonstrations and breaking down the financial benefits of selecting a specific wireless package.
Push for a Decision
After discovering the best phone and wireless package for the customer, the sales associate should gently push for a decision. Do not simply walk the customer over to the cash register and ask, "Cash or charge?" Assure the customer that her choice is not only the best financial decision, but also the best choice for her wireless needs. Speak to the customer so she understands her choice is the best one, and then ask if the customer is interested in making the purchase. Utilize any in-store promotions to help persuade the customer into buying the phone/plan.
- Photo Credit cell phone image by Alexey Klementiev from Fotolia.com
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