Nothing is less motivating than a salesperson who gives off an "I could care less" vibe about their products. If you walk into a store and need some information, you expect the employees to know what they're talking about -- and a store staffed by jaded workers who make it clear they have better things to do is not going to get your business. Take the same principle and apply it to your flea market stall.
Do you really want customers believing that you don't care about your merchandise? Since that will probably make them not care about the products you're selling, it's likely you don't want this to happen. Even if you don't think you can make a sale, you can at least start explaining your product(s) and what they do, to fill the silence. Another good reason to know all about your product is the process of tailoring a sales pitch to a specific customer. You may be sizing up the shopper, wondering how in the world you can convince them that they need your item, but if you know your products forward and backward, you can come up with an obscure detail to provide them with that might pique their interest.
You can learn more about the products you're selling in many different ways:
- If you're selling a hand-made craft, look into the traditions surrounding it. How was this item made in the past? The internet and historical reference books can help you round out your knowledge of the culture surrounding your product.
- If you're selling items for someone else, sit down and discuss the merchandise with them. If they're a middle-man for another seller entirely, go to the source and figure out who you're ultimately selling for. Eventually, you should find someone with knowledge about the products.
- If you're selling antiques, look into the history of the items. How were they previously used? Was it different from the way the item would be used today?
Of course, there are plenty of other possibilities -- the general idea is to really care about your item, or at least care about selling it enough to know it inside and out.
If you do get an intimate knowledge of your merchandise, you will be engaging in the principle of "know more, sell more." This means that the more you can conversationally discuss your item with potential buyers, the more you will convince them to buy it. Think about the difference between a salesman who only knows selling points, and a saleswoman who can explain every angle of her product. That's what you want to portray!
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