Okay so here is the deal, I started this job in march, I never had a problem selling ECP (extended coverage plans) because I was working in fitness selling treadmills, ellipticals, bikes, and other gym equipment which require yearly maintenance which the ECP provides. So it kinda sold itself, I just had to fill in the gaps, I know my products well, and I was on fire until they moved me to team sports. I work at Sports Authority by the way.
So over the last two months I have really been struggling to sell these things. I have absolutely no problem selling the products, I am very knowledgeable about everything, I just cant sell the ECP on basic items like pitchbacks, various sports goals, table games, and all the other things that sports authority has in team sports. I went online and found an article on selling the plans, I seem to notice what I am doing wrong, I am going to try and turn it around, but some of you guys may have worked retail or sales where you are convincing some one to buy something they may not want. Any tips or anything you guys can throw at me?
I feel like my job is on the line within the next couple of weeks and now is not a good time to be unemployed.
My approach is textbook, "hello sir/mam, can I help you with anything?" or ?hi, my name is nick, can I help you with anything?"
I listen to what they want, help them find the products, narrow down their search options, and let them know the benefits of one product over the other.
I close the sale, and I believe this is the reason I am not selling the ECP. In the article I read it says to mention it early on rather than after they have decided to buy the product, then ease it in and push for it at the end without talking down on the product.
The usual responses I get are:
"I dont believe in warranties"
"that makes perfect sense but no thank you"
"no I think I will be alright"
"I will just buy another one if it breaks"
"i can fix it myself"
After I while it takes a tole on me and even though I have a good frame of mind, there is always that lingering effect and it throws me off because I am starting to think that everybody will say no and it is my job to convince them to buy it when it is not like that at all.
About a month ago we had a meeting to talk about it. After that I told myself I was going to really try my hardest to step it up and sell these plans, in 2 weeks I have only sold 1 plan for $10 while my co-workers are selling like 12-20 for $200-$1000 depending on how much the product costs. They try to help me out, but nothing seems to work right about now and at my shitty performance level, I am not going to be around for much longer. So I am willing to try about anything.
Struggling at work (retail service plans)
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