Science!
Get your day off to the right start with your own MORNING MEETING. No shouting; no throwing of chairs; no name calling; no finger pointing.
Just a Sales Tip of the Day, a daily blast of music and some attitude for your enjoyment! M-F. No weekends, and I don’t do roomfill…
REMEMBER: Selling, and ultimately closing, is like a science in that there are a set of rules that must be followed in order to achieve the desired goal and outcome of each presentation.
There are several hurdles that need to be overcome throughout the presentation, beginning with the initial meeting of a prospect, and each step along the way thereafter must be completed in such a manner that the rep can successfully continue to the next step.
Consistency in the sales process (each step) is a significant key to higher closing ratios and when a sales rep meets a guest with a negative attitude and fails to unravel the reason for that prospect’s attitude, right from the get-go, that guest’s attitude will often affect the rest of the sales rep’s presentation.
Once the handshakes are over, and while attempting to move into the ‘warm-up’ phase, never fear outright asking a prospect with a ‘bad’ attitude (e.g.): ‘Bob, don’t get me wrong but it seems you have something on your mind or maybe I’ve said something that has offended you and if so, I apologize’. Then, as always after a question, remain silent question and let good old Bob unload– and that he will!
Then you will know what you are dealing with and before you go to the next step in the sales presentation, deal with whatever is on ‘Bob’s mind and resolve it as best as possible so that you’ll gain a notch in the old ‘trust-factor’ and have Bob’s full attention. Then move on to the next step in the presentation and you’ll close more sales and laugh all the way to the bank.
TODAY’S VIDEO: Steve Martin teaches Rick Moranis to dance the Merengue
(To view ALL of the Morning Meeting sales tips and videos, click here.)
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