Many new producers contact me for sales presentation scripts. I am a bit reluctant to supply a script as each sales presentation can be different depending on the store and buyer. What I would say to a gift shop might be totally different than a pitch to a tourist shop — even if it is the same product!!
I have done rather well as a sales rep by just ‘winging’ it. But then I’ve been in sales for many years (sold my first products when I was ten!!)
So what do you say to potential buyer for your products?
Scenario #1 – Let’s say you walk into a shop
Amy is shop owner.
Jane walks in the store. “Hi! Are you the buyer?”
Amy: “May I ask why you’re asking? Do you have an appointment?” — buyer’s already on the defensive, thinking “maybe I am the owner, maybe I’m not. But mostly I’m busy here…”
Jane: “Uhmmm no, I was just wondering…”
Amy; “Because if you don’t have an appointment…”
Ooops — this will get you off on the wrong foot. Let’s do it another way.
Scenario #2 Let’s try it again. JH walks into the store
Amy drinking coffee, 50 pieces of mail on desk, looks busy…
JH – I walk in and just start to look around. I am looking around to see if the store’s a good fit for my product and remembering to NOT be too aggressive in my approach.
Amy: “Hi”, barely looks up
JH takes a look around still…
Amy: “May I help you find something?
JH ”Thanks, Actually I’m a designer of _____________ and I really love your store. I was in the area and thought I’d stop in and…
I LOVE IT! Jane really hits the nail on the head with her script! I don’t always think it matters EXACTLY what you say, but how sensitive you are to the buyer and their store.
By the way, I use the exact same method when I entered a new store and engaged a new buyer!
Jane has more GREAT tips in her article! Check it out here:
PS. This applies to most products you are selling to smaller stores!
Check out part two: What to Say to a Retailer and What a Buyer is Really Thinking About YOU