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Sales Tactics: Salesman vs Shopping Assistant

by uglykidd
9 replies
What does everyone think of using pressure vs no pressure? By this I mean being a stereotypical salesman that pushes their products...compared to a shopping assistant who gives a buyer information and knowledge, without pushing products, allowing them to make their own decisions.

Online consumers are becoming smarter by the day, and I'm beginning to think that pushing your products/ services in their faces too often could actually scare buyers away. On the other hand, by becoming too much of their "shopping assistant", you have the potential of making them realize a competitors product may suit their needs better, or losing hesitant customers that may need that push into buying.

I know you need both today, but where do you balance it? Unlike selling in person, where you can read each individual, we're dealing with customers in mass numbers.

Do you lean more towards being a salesman that pushes them towards your products? Or do you lean more toward providing them with information that will allow them to make their own decisions, even if knowing that by making them more knowledgeable, they may realize a competitors product suits them better. Or do you think this balance simply depends on the market you're in?
#assistant #sales #salesman #shopping #tactics
  • Profile picture of the author Paul Hancox
    Great question.

    A good shopping assistant is still a salesperson, in the sense that they are providing you with choices that lead you to buying from that store.

    The answer to your question is that it depends upon the CONTEXT.

    For example, if you're a list owner offering marketing advice, then your AUTHORITY is going to increase (in the eyes of your readers) if you take a more neutral shopping assistant, "Hey, these are the advantages and disadvantages...", style.

    On the other hand, you could PIMP specific products because they're paying you a fat commission, resulting in higher income initially, but perhaps a lower authority, as savvy readers realize you're pimping.

    It's a fine balance, but I think a list owner can pull off being both, if they're smart.

    On the other hand, if I'm writing a sales letter, I am definitely more in salesperson mode ... but there are still ways of presenting information in a way that gives people free choices, but steers them in the right direction, as it were.
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    • Profile picture of the author uglykidd
      Thanks Paul! You made me think that instead of being a mixture of the two, it should actually be more of a timeline or a sliding scale.

      Start out building authority with new subscribers...instead of giving the first impression of "Here's what I sell, it's awesome, give me money!" By taking the time to build that authority, they will be much more accepting to us putting our products in front of them.

      I guess, it's much like the way a product launch works. I'm not sure why I never tied that together before. I guess that explains why I'm not yet making 7-figures in 24 hours! lol
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  • Profile picture of the author Anonymous Affiliate
    For me, as a customer, the sales pushing has never worked and in fact I react very negatively to it to the point of simply not buying at all.
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    • Profile picture of the author uglykidd
      Originally Posted by Anonymous Affiliate View Post

      For me, as a customer, the sales pushing has never worked and in fact I react very negatively to it to the point of simply not buying at all.
      I am exactly the same way. This makes me, by my nature, want to do nothing more than simply assisting my subscribers and giving them information. However, reality kicked in and I know that there are just as many people on the other side of the fence that need you to hold their hand and push them in order to buy.
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  • Profile picture of the author InternetSuccess001
    I'd say if you are the first one to use that "trick", then it tends to be effective.

    But as more and more people use it, consumers get wise to it, and it can actually hurt your sales in the long run. But the ones doing it now don't care -- because they are seeing results right now.

    - J
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  • Profile picture of the author TheDebtEliminator
    In my opinion for 2010 market ...when you are put in the position, of being a counselor or expert that is sharing opinions as in a review site.

    That is when the weight of your words, if chosen correctly, will be equal very high percentage sales.

    So I believe in the soft sell, but coming from someone who is trusted, a friend or a recognized expert, that shares their advice ... that carrys the most weight.

    All the Best ... Ron
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  • Profile picture of the author MassiveMarketer
    Personally, I prefer to be given all the information I need before I make a decision. I find it really irritating sometimes when they insist that you try this or that. I think you'll be able to get more satisfied clients/customers when they're given sufficient information before purchasing a product and a huge possibility of referring your product to their friends.
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  • Profile picture of the author Doug
    Originally Posted by uglykidd View Post

    What does everyone think of using pressure vs no pressure? By this I mean being a stereotypical salesman that pushes their products...compared to a shopping assistant who gives a buyer information and knowledge, without pushing products, allowing them to make their own decisions.
    My answer is be both shopping assistant and sales person... The key in my experience boils down to giving all the information the potential customer needs to make the best informed decision about you and your product, now! That means...

    First discovering if the prospect has an urgent need, one which your company and product/service can fulfill. If not, move on. If so...

    Where the urgent need exists, educate, educate and educate. Be the shopping assistant.

    Educate yourself on their need, this shows your interest in them, their need and believe it or not, helps you structure your later pitch simply by what the prospect shares with you. Warm them up, take you time and get a commitment out of them. "Mr. Prospect, you definitely need new windows, wouldn't you agree?"

    Educate them about your company, here you are getting them set-up as in, "Mr. prospect, this is the only company you want working in your home today, right"

    and then educate 'em on your product - the one which solves their urgent need.

    And while educating on the product fitting that urgent need, beat up the competition by comparing your product 'features' to the competition and eliminating the competition at the same time. Get that commitment again, "Mr prospect, given all that you have learned, this is the only window you want in your home today, right?"

    Now, switch gears from shopping assistant to sales person...

    Sales person:
    "Mr Prospect, you've told me how you need to replace your windows, and after looking at yours...you definitely need new windows, wouldn't you agree?"

    Prospect:
    "Yes"

    Sales person:
    "And you've told me we are the company, and this is the window you want in your home today, right?"

    Prospect:
    "Yes"

    Sales person:
    <Insert Hard Pitch>

    Anyway, this gives the gist of my approach, being both the shopping assistant who becomes the sales person works for me.

    Start out with the mindset you are the prospects friend, and you end up truly their friend, whether you made the sale or not simply because your prospect wins merely by the information given. Of course, you want the sale! In the end, that is why you need to be a sales person...always.

    ~Doug
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  • Profile picture of the author Matt Bard
    I like to test and see what works with my market. The testing tells me what to do next.
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