Employee Attitudes to Promote Sales
A sales cart or a kiosk is an affordable yet powerful way to promote the sales of a product or service. It can help achieve brisk sales at strategic points where customer traffic is high, and at the same time it serves as a strong visual advertisement for the product or service. The physical product display or demonstration can have a direct positive impact on a potential customer’s psyche, which a print or electronic media advertisement cannot match nor equal. It also helps achieve a dramatically high level of product and brand recall in the customer’s mind.
Filling that Void
However, a lot depends on the attitude of the employees who are managing the cart or kiosk at the point of sale. The product or service that is being promoted can come alive in the hands of a proactive and agile salesperson. Potential customers tend to become influenced as much by the salesperson’s performance as by the attributes of the product. The grand purpose of a cart or a kiosk is to reduce the gap between the customer and the product. That means a high degree of human interaction must take place between the customer and the salesperson to create a personalized involvement with the product or service.
A Performer’s Approach
Selling from a cart/kiosk in an open market environment is distinct from selling in the private environs of a retail store. The cart or kiosk salespersons must see their role as somewhat of a performer in a public place. Their role begins with their personality and an impeccable uniform, which identifies them immediately and differentiates them in a crowd.
The cart/kiosk salesperson must have the art to communicate effectively not only by words, but also through their eyes, hands, and body language. Yes, they must have a high degree of people skills! A great sales performance or demonstration at a cart/kiosk comes when the salesperson enjoys and thrives in the gaze of curious onlookers. If he or she has a natural charm and ability to connect with the people, it can help engage the people’s interest in the product and its unique attributes.
Warm and Friendly Personality
The cart/kiosk salesperson must come across as an affable, fun-loving, and warm personality. Carts and kiosks are typically placed in areas where people come to have fun. It could be a mall, a movie theater, or a fair or show where large crowds are expected. People are in a fun-loving mood at such places, and they are not interested in a very serious, hard-nosed sales pitch, which can drive them away.
A smart salesperson must be able to sense the mood of the people, and educate them about the product or service in a friendly and entertaining manner. If the salesperson is in love with his or her product, chances are that the target customers will also fall in love with it. If the cart/kiosk salesperson is not interested or impressed with the product they are trying to sell, then why should the potential customer be? At a very subtle level, the cart/kiosk salesperson must see himself or herself as a street magician or a juggler with the natural art to entrance the customers with the sterling characteristics of the product or service.
Knowledgeable and Professional
The bottom line in the art of cart or kiosk selling is developing and maintaining an in depth knowledge pertaining to the product or service. To achieve actual sales on the spot, the salesperson must be prepared to answer some very sharp and incisive queries about the product or service on sale and display. Real customers are never superfluous, and before they part with their hard-earned money, they would like to be totally convinced about the product, the brand, and the company.
The salesperson should be a patient listener, and address all the concerns, doubts, and queries of the customer in painstaking detail. He or she should be capable of professional interaction with every kind of customer, and the underlying goal must be to delight the customers and present them with a solution to take home. Cart/kiosk selling is more about delivering a memorable customer experience than about pushing the product blatantly. Listening to the customer is essential. Great salesmanship requires a positive attitude and the ability to build relationships; if these aspects are being checked off, the sales numbers will take care of themselves.