The best sold wagon in a Shinkansen express -tips for sales- 1

Her tips are as follows;

1 Look further than do your customers

“I always keep in mind that I should have a more advanced view than my customers. This means that I should anticipate many things much earlier than customers do. For instance, before I start my job, I already check the temperature, humidity, and weather. I input all the data beforehand, then get myself prepared for the reactions which are going to be released from the customer. In chilly morning, I touched the customer’s finger when handing changes and felt it was cold. Not only simply responding to him “thank you” but I spontaneously tell him “Oh, it’s really chilly this morning isn’t it? ” I feel such communication is very important to develop a good relationship with customers. “

In Aikido, a Japanese martial art, all the waza performances, always come with profonde anticipation. The performer should always feel the counterpart: what he thinks, what he wants to do, and what kind of outcome he wishes to have. Thus, the performer can let the counterpart’s wish go to the direction it heads.

In order for us to feel better than our counterparts, we have to keep ourselves vacant, zero or neutral. However most of us can’t do it simply because we have to stick with our own EGO.

What we believe, our justice, and our prejudice, all of them prevented us from remaining neutral and vacant.

Izumi has been training this: keeping a clear, vacant and neutral mind in her daily jobs thus she can feel well with her customer’s desires.

2 Make your stand clearly visible from customers

“Today, for customers to easily find the products that I assume to be demanded, I will arrange the wagon demonstration in a way like that…. I have to be very much careful to arrange the wagon every day and it takes a lot of time to display the “store”. The store opens for three and a half hours (while the Shinkansen operates from Tokyo to Yamagata), but another one hour is needed for the store preparation. ”

That’s sensible. I also should be careful. Even though we are careful in display, sometimes products/ services are hard to find. We must often carefully check how customers can approach us.

3 Perceives your customer with your antenna

“Managers say that sales staff raise their antenna to catch customers’ needs. However, I believe that as long as we carefully watch customers, we can spontaneously find their desire and provide our products in a proper timing. “, said Izumi.

This is true however, not everyone can do simply because our mind is usually occupied with something else.

Can I achieve the target sales today??

How come I should keep doing such a job?

What should I do with my child/ husband…?

When can I change my career?

All of the above come to our mind and intervene to concentrate on customers’ minds.

We usually have a lot of items to think about. In other words, our mind has always been occupied with my own staff, no space to think about our customers.

Mr. Inamori always reminded us that we must take special care of our mind/ internal mindset. This is simply because customers can transparently see our minds. From two types of sales ladies, which one would you like to buy products from: one thinks of you and the other one thinks of herself?

Therefore, Mr. Inamori reiterates that we have to maintain our mind very clean and clear and put the highest priority to customers.

4 Quantity matters: pay most attention to your customers

Sometimes one time communication is not enough. One time doesn’t tell you much information about the customer, thus, I pass in front of customers at least 6-7times during 3 and half hours.

If one time communication doesn’t bring you enough information, you can just seek the quantity until you feel comfortable in capturing your customers’ needs.

Tips No 5-10 will be explained further in next news letter.

Further queries or doubts, please email to ytomizuka@abrilsjp.com

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