| A while back I was out of town on a business trip | | | | people to listen to their offer? They show a |
| and stopped off at the local mall to pick up | | | | hungry person a sample of an attractive looking |
| something. It was around lunch time and as I was | | | | food item. Other sales tools to turn strangers into |
| passing the food court I decided to check it out. | | | | listeners include telephone solicitation scripts, direct |
| As I passed the Chinese food shop one of their | | | | mail ads and web sites. |
| employees had a tray of samples. She | | | | 3. Tryer - How do food court vendors get people |
| approached me and showed me her food | | | | to become a tryer? They ask a hungry person to |
| samples and offered me one. The samples looked | | | | try a free sample of their product and hand it to |
| good and I was hungry so I tried one. Then she | | | | them. A car salesperson offers a free |
| mentioned the lunch special they were offering | | | | demonstration ride, the pet store salesperson |
| today. | | | | offers to let you hold the puppy dog. |
| I like Chinese food and the special looked good so | | | | 4. Buyer - How do the food court vendors get |
| I decided to buy my lunch their. | | | | people to become a buyer. They offer you their |
| As I was having lunch I thought about how the | | | | lunch special right after you try their free sample. |
| food court selling system makes an effective | | | | This is the asking for the order part that all good |
| sales training systems model. It has all the | | | | salespeople do. |
| ingredients good sales seminars and sales | | | | So it all starts with finding interested strangers. |
| programs teach about sales. Let's take a closer | | | | Then we turn a percentage of those interested |
| look at it. | | | | strangers into listeners. Then we turn a |
| The 4 Step Food Court sales Model | | | | percentage of those listeners into tryers. And |
| Here's how it works: | | | | finally we turn a percentage of the tryers into |
| | | | buyers. It's a numbers game. |
| 1. Interested Stranger - How do food court | | | | Think of the product you sell and your particular |
| vendors get interested strangers (prospects). | | | | selling process. You will find you have each of |
| They rent a business location that hungry people | | | | these four food court model steps in some form |
| go to (in a food court). That is a common | | | | in your selling process. |
| strategy for retail sales. Other salespeople may | | | | Your sales training systems action item: |
| use different forms of prospecting to attract | | | | Take one of the four selling steps at a time and |
| interested strangers. | | | | improve it a notch or two. That will create an |
| 2. Listener - How do food court vendors get | | | | exciting multiplying effect on your sales. |