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