Selling disposable gloves is an endeavor that focuses on prospective customers and putting the experience in their hands. Often, salespeople will spend most of their time demonstrating a product and explaining features without actually getting customers involved. Whereas, engagement and paying attention to customer needs are keys to growing business.
Product demonstrations show your expertise as a glove salesperson and give customers the opportunity to see the gloves in action, but you must direct your knowledge toward their needs. This starts with determining which glove types would work best for a prospect. The next step is letting customers feel the difference with glove samples.
Asking the right questions
Product demonstrations show your extensive knowledge of glove materials and features, but how do you prove that you understand your customers? You must tailor the products displayed in your demos to a prospective customers’ needs.
This is why it is important to ask the right questions before you start pulling out a bunch of glove samples. For instance, what do prospective customers need from their gloves? Do they need to change gloves quickly between customers or need a thicker glove for longer duration use?
Asking the right questions is also a good way to overcome common objections that come with glove sales. Doing so allows you to listen to a prospective customer’s concerns, show you empathize and pinpoint past customers who benefited from your products.
Using glove samples
If you want to convince customers to purchase your products, you must give them something to experience. This is why it is essential to bring glove samples when talking to prospects.
Wearing gloves is a tactile experience, so customers should try them on to get a full understanding of what each glove type has to offer. Customers can examine the feel, fit, material, thickness and sizing. Plus, the gloves are available for on-site testing with chemicals and solvents. If customers try the gloves before they buy, they will know the products they select are the right gloves for the job and fit well. These benefits reduce returns.
Samples also allow you to save money. AMMEX sends these samples in master bags of individually packaged pairs. Instead of opening a box of gloves from your inventory – thereby losing the ability to sell that box – you will have the samples on hand.
Keeping the customer in mind
Remember that you want the future customers to feel involved. The more you empathize, listen and make the demo interactive, the more they will have that feeling of confidence.