Sales Rep Shares Tips on Selling Wholesale to Retail Stores

Believe it or not, you do not need much to make a good presentation to a gift buyer. The most important items you need is a good sample or two of your product(s) and your sales flyers.

Your sales material/flyers should include the following information:

**Color picture(s) of your products, if possible
**Pricing per item and pricing per case lots required
**Terms you will accept for payment (Net 30, prepayment, credit cards etc.)
**Complete contact information including any of the following information that is available: name, company name, address, email, phone number, fax and website

In addition to the above, you will need your best smile and friendly demeanor when you approach your first potential buyer. Friendly goes a long way when dealing with people.

Next, bring your pride and confidence in your products!

Hopefully, the information listed below will help prepare you for what you can expect at your presentation and help you on your way to developing the confidence you need!

There are as many different ways to make a sales call. Everyone uses their own system, but after many years as a sales rep, I found the following cold call system to work well when visiting a potential buyer for the first time.

STEP ONE: EVALUATING THE STORE!

When you first enter a retail store account spend time studying the store and the products they currently have on their shelves. You are looking to see how your products fit and relate to the products the store already carries. Do your products complement the products they already carry?. Will your price point fit into their current merchandising scheme? In other words, if you are selling a high end jewelry line, don't expect a store that features children's items to be interested in your jewelry!

If it looks like your products will complement or add more variety to the products already displayed in the store, this may be a good venue for your line! Also, the information you glean from observing and talking to the employees will give you insight as to which of your products will sell best in the store. But always remember that retail shops in are in the busy of selling so be considerate of the customers visiting the store and do not interrupt a clerk with questions if they are busy.

STEP TWO: TALKING TO THE STORE BUYER(S)

After you have familiarized yourself with the products and store image, it is time to talk to the buyer or manager. Don't be nervous! Store buyers are really just friends you have not yet met!

Meeting a potential buyer can be a fun experience. Seldom does it turned out to be an instant rejection. Buyers are curious about you and what products you have to offer. If you are excited and show enthusiast about your products, it will show! Your positive attitude and will spark their interests enough to want to talk with you.

If you are in a larger store where the buyer and manager are two different people, always introduce yourself to the manager first. This extra step will facilitate the managers and the buyer's time. Often, the manager will want to be involved in placing any initial store orders before turning the buying over to another person. If the manager does not make the initial orders, having him introduce you to the buyer gives more clout to your presence and presentation.

Once you are introduced to the decision making person, a good way to engage the buyer is to ask them about their particular store. Most buyers love to talk about their store and what is working for them (assuming they have time to do so). Ask open-ended questions that cannot be answered with a simply yes or no. Listening to your buyer's answers to these questions will often aid you in building rapport and trust and help you gather information that will be helpful when leading into your sales presentation. If your products help the buyers solve a problem in their store, you have a good purpose for selling your products. Your presentation needs to help your buyers see your products as a way to solve their sales problems -- even if that is just quoting sales success stories. And, of course, buyers want an easy solution to increase their bottom line by getting your winning products into their store!

STEP THREE: BEGINNING THE SALES PROCESS

If you are fortunate enough to interest a buyer on the first visit, you have your foot in the door! But don't go directly into a hard core sales pitch. Continue spending time working on developing a relationship with this buyer by showing interest in their store and their specific needs. Also, as part of this process, you need to sell YOURSELF first, before you can sell your products. Building the relationship will help the buyer appreciate what you have to offer. The most important technique during any successful sales call is to LISTEN, LISTEN, LISTEN! When you listen effectively, a buyer will tell you what they need to buy for their store even before you show them your products.

After you have established a relationship with the buyer, it is time to introduce your product. Bring out your samples and hand them to the buyer. If the buyer holds the product in their hand, they will begin to take ownership of the item. A subtle, but important point! Briefly explain the benefits of your product and then wait for their response. Make sure to answer any questions or concerns before you give them any more information. If the buyer seems uninterested in your first product, show them other products you have or are currently working on. You might want to ask for feedback on your products at this time. What would make your product more appealing to them? Should you lose the sales at this point in the process, at least you will have gained some valuable information.

STEP FOUR: TAKING THE ORDER

Talking about products and taking an order are two distinct different functions. Often people miss this important step: You NEED to ask if they are ready to order. If you don't ask the buyer if they would like to order today, it is not likely they will not call you to place it later. Gifts sales are often emotional and impulsive, so you need to ask for the order when you give your presentation. If they tell you "I'll think about it and get back to you" -- it is often just a lost sale. If there is hesitation, ask the buyer if they have any issues or questions concerning the products. Buyers really do WANT to be sold. But, they are very busy people and you need to understand their desires while you are in their store giving your presentation. Following up for the order at a later time is often just a lost sale as the buyer may not remember you or your products after you leave the store.

When your buyers are showing interest in your product, it is appropriate to ask them if they would like to place an order today. Don't let them put off ordering if they are truly interested in your products. If a buyer is having trouble making a decision, suggesting a choice is an effective way to encourage the sale. For example, the earrings they are interested in come in two colors. "Would you like to order a X color or Y color or one of each?" Giving the buyer a choice often makes the decision easier.

A really good approach to closing a sale is to assume the buyer has decided to purchase your product. Ask for the details of their purchase such as what color, flavor or scent they want; what quantity they desire, and how soon they would like it to be shipped. Asking WHAT products they want to buy not IF they want to buy a specific product is often a more effective way to close the sale

Cold Calling is a down-to-earth simple approach to selling to retail shops. Certain times and circumstances will require you to make an appointment, come back at a different time or talk to another person before a decision is make. There are many different variables depending on the store and buyer. And in this age, making sales presentations over the phone, in the mail, or over the internet is becoming more common place. Although all these option can work, make a face-to-face sales call works most effect.

If you would like more information on selling wholesale and working with stores buyers, including tips on how to follow up with buyers, shipping orders, or dealing with other issues concerning wholesaling selling please check out my blog: Selling to Gift Shops!

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"Gift Rep Sandy"
Orofino, Idaho

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