Emma Powell Physiotherapist
It's very easy to recommend Archies to all business owners - they just walk off the shelf!
Please note, we supply both Health Practices and traditional retail locations. We also sell at Health and Fitness Events / Expos. Portions of the below information may not be relevant depending on your profession and place of business.
Sales Module 1: Getting your head around selling!
Among Health professionals, the word ‘selling’ is often viewed as a bit of a ‘dirty’ word. However, it is very important to remember, that you are only selling something if you do not believe in what you are selling! If you truly believe in a product or service, if you feel that the person will derive some benefit or if the product or service offers benefits over the alternative options, then you are not selling anything. In this case, you are essentially doing the person a favour by recommending the product or service through educating them about the features and potential benefits. It is then up to the customer to make their own mind up, you have not sold them anything!
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Sales Module 2: But what’s actually wrong with normal flip flops and how do Archies Flip Flops address this?
The most obvious problem with typical flip flops is that they are flat and offer the feet no support. This can be a problem for all foot types as we have become conditioned to wearing footwear with support, however it is a particularly a problem if you have increased pronation. When the foot rolls in so too does the lower limb/leg, causing a disruption to the body’s natural alignment which can potentially lead to injury.
One of the other biggest issues with typical flip flops is that they have loose straps which results in the user walking with a less than optimal gait cycle. Normally when you walk your toes are supposed to bend upwards which activates the arch of the foot which then provides protection and support to the vital structures of the feet. However, most typical flip flops have loose straps which means that the user ends up clawing / scrunching their toes down just to try and keep the flip flops on their feet and as such the arch does not activate correctly leaving the foot vulnerable to injury.
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Sales Module 3: How to sell the flip flops. What to say?
The good news is that Archies Flip Flops more or less sell themselves. However, if you want more people to experience the extreme comfort of Archies Flip Flops and the potential benefits that the design offers over typical flip flops, then there are some things that you can do and say that will enhance sales. It goes without saying that the more people that are aware and educated about the issues of the design of typical flat flip flops and the advantages that Archies Flip Flops potentially offer over other flip flops, then more people will take up your recommendation!
We suggest that the therapist or store owner says something along the lines of, 'Did you see the Archies Flip Flops out there on the display stand? They are the most comfortable flip flops I have ever worn in my life and they are much better for you than flat flip flops. Do you wear flip flops at all?'. If they say yes, then you can go on to educate the patient as to what the problems are with normal flip flops and how the Archies Flip Flops Design addresses these issues. E.g –‘The problem is with normal flip flops is obviously there is no support which means there is an uneven distribution of load and pressure across the foot’. If the individual has a clinical presentation where support may be beneficial, then you can of course relate how the support in Archies Flip Flops may be superior alternative to wearing flat flip flops.
It’s also important to let the customer know the issues of flip flops with a loose strap. ‘However, possibly an even bigger problem is that most flip flops normally have loose straps which means that the toes have to grip / scrunch down to keep the flip flops on the feet. Normally when you walk your toes are supposed to bend upwards which activates the arch of the foot which provides protection and support to the vital structures of the feet. However, when the toes claw / scrunch down rather than bending up, the arch does not activate correctly and as a result your foot is susceptible to increased stress and strain which can lead to damage of some of the vital structures of the feet such as the plantar fascia.’
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Sales Module 4: Being aware of your own body language and reading your customers body language
The scientific research has shown that 60-80% of our all of our communication is through non-verbal communication and that body language is a far more accurate & truthful predictor of thoughts than spoken words, as body language is carried out on a subconscious level.
So, if body language has been shown to be a far more accurate predictor of what someone is actually thinking and feeling, then why are so many of us so oblivious to our own body language and the body language of those around us?! When selling Archies Flip Flops (or anything) you should always exhibit open body language and you should interpret any closed body language such crossing of the arms including re-enforcement of one arm with the other or less commonly, crossing of the feet / legs, that the customer likely has some form of hidden apprehension or is not full agreeable to what you are saying.
With practice, the ability to read body language becomes second nature and you will be able read your customers and patients true thoughts making selling much easier and the end result is that your customers will get what they want and feel more comfortable around you. The ability to read body language is not only an essential sales skill, it is an essential life skill and you are blundering around through life only half awake if you do not have an understanding and awareness of it!
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Sales Module 5: What to say when a patient or customer clearly has a hidden objection or apprehension
We have found that when selling the flip flops, the same objections or sources of apprehension in the customer come up consistently, as such we have found that following a process on what to do and what to say results in the best outcome in terms of making the customer feel comfortable and giving them what they want.
By asking your customer the right questions and by paying particular attention to their body language, you will be able pick up when a customer has a hidden objection or some form apprehension with the situation at hand. You will then be able to adjust course accordingly and know when to provide them with alternative options or just give them the reassurance that they are seeking. When this process is followed, your customers feel more comfortable, you will give them want they really want and the end result is that you will sell much more. Everyone wins!
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Sales Module 6: Gold Sales Tips – This is a summary of our best sales tips
This sales module is a summary of the little things that can make a big difference, both in terms of making your customers feel comfortable, happy and satisfied as well as having direct and sometimes massive impact on sales.
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Sales Module 7: The ‘Archies Sales Sins’
Don’t laugh, haha! These are the things that you do not want to do if you want to make your customers feel comfortable, happy and satisfied and if you want to maximise sales.
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Sales Module 8: What the 'best' sellers are doing that the rest are not
This sales modules outlines the things that the best Archies Flip Flops salespeople do that the rest do not do.
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