small electricals


Announcing a Dynamic New Sales Team on the Housewares Block


For cookware brands whose sales have been severely hit by the Pandemic, Big Red Sales talks to Housewares on giving a helping hand.


N


ationwide sales company Big Red Sales, which has been successfully handling product sales of leading SDA company Morphy Richards for the past 8+ years, has announced exciting expansion plans in the housewares’ marketplace. Says Big Red Sales founder and managing


director John Reddington: “We are now ready to take on another top cookware brand in the housewares arena which does not conflict with our good friends at Morphy”. Big Red Sales is already the leading independent sales team in the electrical retailing marketplace having been formed 11 years ago.


It boasts a 10-strong team out in the field,


each responsible for a different territory around the UK and covering England, Scotland, Wales NI & Eire. They are backed up by a 3-strong telesales and admin unit based in Berkshire. But the sales team are not merely order


takers, they are also order makers. They provide sales training/merchandising and even organise product demos to consumers. In fact, everything your own sales team might do but at a fraction of the costs. Continues John: “We have a history of


achieving strong targets set between ourselves and our clients. The bottom line is that our sales team know that if they don’t sell, they don’t eat!” And Morphy Richards, being long term clients of Big Red Sales agree. Says Nick Gaskin, UK Market Director “Having Big Red on board is an extension of our own sales team who support the growth of the Morphy Richards brand. In this competitive environment this is indeed good news.”


The company works on a small retainer and commission basis. John invites any interested brands to get


in touch adding, “We can provide excellent manufacturer references.”


A few tips from John on closing the sale Closing the sale is the culmination of a process. Without the close, the most skilful preparation is wasted. So, I searched my memory bank to find a way of focusing on the crucial importance of the Close. Before moving on to the ‘classic’ closes,


here’s an acronym. It’s one for every salesperson who has ever spent time enthusing about and selling a favourite product, before checking whether it is in stock!! SWAN – Sell What’s Available Now!


32 | housewareslive.net • HousewaresLive.net • twitter.com/Housewaresnews May/June 2021


The four types of close Alternative or Choice e.g. “Will that be a card payment or would you like to take advantage of our interest-free credit?” If the customer is undecided between alternative products, this close may be something like: “It’s a very close thing between the products you have selected. Which one do you think would be most suitable for your needs?” forcing the customer to narrow the options neither of which is a decision NOT to buy. Fear - The Fear close is the second most popular (although the word “fear” might be a little strong.) “This food processor is the last one in stock, Madam, as this particular model has had brilliant reviews and sales have soared.” Or perhaps: “Manufacturers tend to increase their prices at this time of year and we’re facing an increase from the lst of next month” Direct - This is exactly what it says and is a statement of fact, such as “I think we’ve covered the relevant aspects and answered your questions, so shall we make our way to the till? ”


Assumptive – this assumes the Close is a done deal. “Will you be wanting any matching accessories to go with this kettle, like this award-winning four slice toaster?”


One final acronym for you to remember - ABC Always be Closing. Look for those openings, which will allow you to close the sale.


Finally, here’s a question for you... Do you know what the most widely used close is in the world? (not Housewares related though) Answer: “Your Place or Mine?”


John can be contacted on: u 01344 893932 u info@bigredsales.co.uk u www.bigredsales.co.uk


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