Sales, in any industry, requires a dedication to skills that take years to master. Skills, like discipline in the face of uncertainty and in an environment with so many variables, separates a mere peddler from a true sales professional. Other skills, like rapport building, help immensely in gaining the trust of your prospective buyer. To sell Kirby vacuums cleaners, you need to match the skills of a salesperson with the tried and true ingredients of a quality Kirby demonstration. By adhering to the fundamentals of a Kirby demonstration, you can sell many units weekly, and earn quite a lucrative sum of money.
- Skill level:
- Moderately Challenging
Things you need
- Kirby Demo kit
- Kirby offer sheet
Ask the customer how long it has been since they cleaned their carpet. The customer is more likely to give you an honest answer before you start showing them how much dirt is left by their old methods. This is because they do not want to be sold. When you extract dirt with the Kirby, they will want to make excuses instead of admitting that you have a superior machine.
Attach the dirt meter from the Kirby demo kit to the Kirby upright vacuum. Place a clean, white dirt pad into the dirt meter. Make three passes over the carpet with the Kirby. Remove the dirt pad and place it nearby (either on the furniture, on a mantle or table, or on the floor). Repeat this step 25 times, each time placing the soiled dirt pad in another spot in the same room.
Convert the Kirby into a canister vacuum. Use the attachments to clean the drapery and upholstery in the room. Change the dirt pads frequently and place them close to the area from which the dirt was taken. Repeat this until you have amassed 30 dirty dirt pads.
Connect the Zip-brush to the hose on the Kirby canister vacuum. Use the Zip-brush to clean the stairs and other upholstered furniture. Explain that the rotation and the vibration of the Zip-brush, along with Kirby's superior airflow (commonly and erroneously called suction) is the reason the Kirby cleans so well. Change the dirt pads frequently. Place the dirty dirt pads near the location from which the dirt was taken. Repeat this until you have 20 dirt pads.
Explain and demonstrate the uses of the other attachments. Change the dirt pads frequently while showing the attachments.
Ask the customer what room in their home is the dirtiest. While they are thinking of an answer, convert the Kirby into a hand vacuum, grab the cord, and get ready to go to the bedroom. When they answer or give up, say "Come with me; I'll show you." and walk toward the location of the bedroom. This is an example of a sales technique called "assuming." You are assuming that it is perfectly all right for you to go to their bedroom. This works far better than asking if you could show them how the Kirby works in their bedroom. Most people would rather you not, so given the choice, they will likely say "No." It takes more nerve for a customer to stop you from going to the bedroom on your own and therefore you are a lot less likely to experience resistance.
Pull the sheets on the bed back to reveal the mattress. Place a black dirt pad in the dirt meter. Run the Kirby vacuum, in hand vac form, across the mattress. Pull the dirt pad from the dirt meter and explain the dangers of dust mites and the other dirt in their mattress. Remind the customer of how long they spend in their beds; far longer than they spend in any other room at home or at work. Repeat this until you have 20 dirty black dirt pads. Take the dirt pads back to the location of the other dirt pads in the house and lay them about.
Ask the customer what type of vacuum they have. Most people do not know the exact model vacuum, so as they struggle to remember what kind they have, ask "Where is it?" and look around. They will tell you where it is or grab it to show you. Once you have the vacuum in your hands, begin "killing" their vacuum.
Ask what they like about their vacuum. Ask how often they clean with their vacuum. Ask how much their vacuum cost. Ask how long they have had their vacuum. Ask what kind of vacuum they had before. Ask if they like their current vacuum better than their previous one. These questions will help you understand the vacuum habits of your customer. From them, you will learn if the customer replaces vacuums frequently, how much they spend on vacuums, how committed they are to having a clean carpet, and what they look for in a vacuum. This information will help you to present the Kirby in a way that will more likely lead to a sale.
Grab baking soda from your demo kit. Explain that the consistency of the baking soda matches that of the kind of dirt that damages their carpet when not pulled from their carpet with their vacuum. Sprinkle baking soda on their carpet in an area not larger than 3 feet in diameter. Explain that the dirt in their carpet does not stay on the surface, and then step lightly on the area of baking soda until the powder is worked into the carpet.
Ask the customer how many passes with their vacuum ensures them that an area is cleaned. Before they settle on a number, have them show you with their vacuum over the powdered area. After they have cleaned the area, take their vacuum and clean the same spot with 50 passes over the same spot. Count each pass aloud to illustrate the thoroughness of your effort. Ask the customer if they believe that the area is cleaned. Ask if they believe all of the baking soda that their vacuum can reach, has been reached by this point. They will say "yes." If they do not, ask how many more times you would need to go over the same spot with their vacuum before it has done all that it could. Make the necessary passes with their vacuum.
Place black dirt pads in the Kirby dirt meter (to contrast with the white baking soda), and make three passes over the area with the Kirby. Pull the dirt pad from the dirt meter and hand it to the customer. Repeat twice more and hand each pad to the members of the family present for the demonstration. Explain the design advantages that the Kirby has over their vacuum and all vacuums of similar design. Also explain that the dirt (like the baking soda) has sharp edges. This is to explain that even if the customers are less concerned with cleanliness, the dirt left by inferior cleaning machines means a shorter life for their carpet. The sharp edges of dirt, when walked on, cut the carpet fibres and create unsightly traffic pattern wear.
Present the customer with a pen and a Kirby offer sheet. The offer sheet should list all that the Kirby system includes. Ask the customer how they would like to pay for the Kirby; cash or check, credit card, or payment plan. Do not ask if they want to buy the Kirby, ask how they would like to buy the Kirby. If the customer says "Check," ask them to make the check out to whatever organisation you work for, while you put the bag on the Kirby.
At this point you will have given the customer every reason to replace their vacuum and purchase a Kirby.
Tips and warnings
- The prospective customers are likely to not be your friends or family members; do not concern yourself with embarrassing them with how dirty their home is. It is your goal to sell Kirby vacuum cleaners and collect money, not make friends.
- Do not let the customer throw the dirt pads away until the sale is complete. When you make an offer and the customer says something like "We don't need one," you can look at the 100-plus filthy dirt pads and honestly ask, "Really?"
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