Tips for Selling Units More Effectively:
Many of us were trained thoroughly on how to demonstrate a softener. Unfortunately, less sales people seem to have a specific way of presenting a reverse osmosis unit (RO). That's too bad because, just like softener sales, there are many demonstrations and experiments that make the RO sales as exciting and as sure. Let's look at some of the methods used by great sales people around the world.
As soon as you're ready to start talking about ROs, you need to ask a few questions. I recommend you have a sheet prepared to record answers. Figure 1 is one of our forms, which we simply call the "Drinking Water Survey Form." You want to preface your questioning by saying it "helps determine what equipment to recommend, and to see how much money you can be saving." We suggest you write the answers down immediately to the form questions. Take a minute to review this technique.
I hope you see how this exercise convinces the customer that you're not there just to take their money, you're there to give them better water and save them money. Another advantage of the form: If there's a rebuttal, something classic like, " I'll buy it in two months," or " I'll get it next spring when my tax return money comes in," with a completed form you're already in a great position to overcome this. You've demonstrated to the customer that by not making the correct decision tonight, they'll not only be continuing with untreated water buy they'll be wasting money. This is a powerful position to be in, and it works.
The tea bag
Put a tea bag in each container. The tea made in the RO water will be much more fragrant and clear. The tea made in the tap water will be brown, have a lot less fragrance and have an oil slick on the surface with particles floating in the water. The harder the water, the more distinct the contrast is between the two. The best part of this demonstration is the difference gets ceven clearer the longer you leave it. One sales person I know asks clients to leave the water overnight and look at it in the morning, for an even bigger impact. Be sure to get the water really boiling, not just warm. I guarantee this demonstration is worth the trouble. (Video)
The ice cube
The TDS test
& Color test
The taste test
Line the family up and give each member a small amount of RO water in a glass. Explain that you're going to have a tasting, like a fancy wine tasting, and the first thing you have to do is "cleanse the pallet" by swishing the RO water in the mouth and swallowing or spitting it out in the sink. Get each member to do this twice so the pallet and tongue are completely cleansed. Now, quickly fill glasses with tap water and get each member to taste, swishing it around the mouth as they did with the RO water. If you've done this right, you will, at the minimum, get loud moans of disgust, as by contrast the can now really taste the chlorine and any dissolved solids in their water. About a third of the time they'll run over to the sink and spit out their tap water in revulsion.
This is a great set up for the close. All you do is hold up RO water and their tap water, asking, "if it didn't cost a penny more, which water would you like your family to drink ? " They always point to the RO water and that means they've just told you they want to buy it. Refer back to the savings you worked out with them at the beginning using the Drinking Water Survey, showing them they can be saving $30 or $40 per month and getting better water.