Seems like I always have a good story to tell from my Presidents Club trip.
This year our trip was to Montego Bay, Jamaica, we stayed at the Iberostar Grand Rose Hall Hotel. I loved everything about this trip!!! I'm even thinking about booking a week there next year.
It's an odd thing while on vacation, I find myself waking up at 5:30AM (funny I can't wake up before 7AM at home) so that I can do a walk on the beach and take scenic pictures when there's no one awake yet, or at least I thought so.
Before 7AM, the beach vendors, in this case there were four of them were allowed to stay within the high water mark on the beach for the length of the Hotel property. Once 7AM rang out, they were not allowed on the property again until 6PM. I had the chance to meet Cornbread, Dr. Feelgood, Charlie, and Emel. Cornbread and Dr. Feelgood were their "beach names".
On the first morning I encountered Charlie, as he had waived me over. Charlie had adorned himself with a neck wrap (think of a billiards rack, and it was about ten times the size), hanging from the rack were all type of homemade jewelry items. Charlie, greeted me with a YAMAN and then stated that he had the best prices on the beach and asked my what I wanted to buy. At the time I explained that I didn't want to buy anything, yet he pressed again and again.
I then started to ask him questions. I asked if he was married, if he had children, if he did this gig every day of the week, how old his kids were, how old he was and before I knew it, I felt that I had know Charlie for quite some time. We parted ways and no, I did not buy anything. As I walked away, I thought about the questions that I had asked him, his age, his family, his work, and then it hit me that I might be able to help him sell more.
I walked back to Charlie and stated, I can help increase your sales! I then explained to Charlie, that everyone here is going to buy something to bring home to family or friends (can't understand why my wife does that), and that instead of telling his customer that he has the best price, he should try to connect with the buyer on an emotional level. Meaning, that he should ask the Hotel guests where they are from, do they have children, how many do they have, and what is their name. He could then tell them about his family. From that point he would then state that you are probably going to buy something to bring home and why not buy from him instead of paying the Hotel prices.
Thus, it's similar to meeting with a client and making observations (pictures on the desk, sports items, sport teams, nice pens, awards) in their office, that may allow you to connect with your buyer in another way other than just buyer and seller.
Funny, I never had the chance to see Charlie again, thus I didn't have the chance to see if he used any of the tips that I offered up.
-=Good Selling=-
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