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8 Ps of Hardcodre Selling

Written by: Nilesh Shah

Article Overview: Following the 8 P's of hardcore selling, you'll definitely boost your sales and build a great customer relationship

8 Ps of Hardcodre Selling

1. Prospective Customer Identification
Identifying buyers (actual shoper) from the bunch of browsers (window shoper) is very difficult. Again when you have identified your buyers (prospect), you've to ensure whether s/he is a buyer or a decision maker. You're on your way to success if you've figured out the difference.
Browser: Window shoper
Buyer: A buyer is a person or persons who wants to purchase a particular product or products.
Decision Maker: A decision maker is the person who ultimately decides if the purchase is made or not.

2. Preparation
Prepare yourself for closing the deal. Gather enough knowledge about products and/or services you offer. Do a good sales planning and ensure it is followed. Remember, plans are not important, planning is important.

3. Personal Call
Occasionally surprise your customers with personal call. Inform them about new products and/or service entrants in your retail. In today's world of email and sms, personalization does makes a difference.

4. Presentation
It is very important for a retail to be presentable. It includes store interiors, staff, stock, pop (point of purchase or visual merchandising). Remember, the sales is driven by the customers or by the sales staff and products presented well is half sold.

5. Push
This is one of the commonly used sales technique that will help you to boost the sales. Example: You can push a customer to buy tie or cufflinks on purchase of a formal shirt or you can push him to buy a belt or a pair of socks on purchase of a trouser.

6. Promise
It is not difficult to promise or assure about things to customer. What is difficult is to retain it. False commitments may increase the sales but it will not help in retaining customers. Retail selling is all about bringing your customers back.

7. Perform
Do not speak about good things you offer or you do to your customers. JUST DO IT !!!
It will help you outperform your competition.

8. Pursue
When all 7 P's are in place, put this eighth P into practice to ensure that they are in place.

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Article Tags: closing the deal, commitments, cufflinks, customer identification, decision maker, email, pair of socks, personalization, point of purchase, pop point, prospective customer, retail selling, retaining customers, sales planning, sales staff, sms, stock, store interiors, visual merchandising, window shoper



Related Forum Posts
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.
New Guy Here - Automobile Industry - Hi Everyone, My name is Ray and I work as a sales trainer in the automobile industry. I have just completed a new training curriculum for automobile salespeople in the industry. It is called The Baby Steps of Selling Automobiles. I am beginning my marketing efforts through press releases and seminar formats. I joined the community due to my continued desire to work independently creating my own happiness and growth. Thank you for having me and I look forward to more correspondence in the future.


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