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: When a prospect says something along the lines of “we never make a snap decision”, “we need to think about it”, time to “pray and seek the Lords guidance”, talk with their Attorney, their favorite Aunt (or whatever) the good news is they didn’t say ‘NO’!
What they are really saying (usually) is that they aren’t 100% sold (aka: convinced) and this is the time when the Pro should whole heartedly agree with the prospect’s (first) buying decision instead of ‘machine-gunning’ them with all (or more of) the benefits, features etc. (aka: talking past the close)
Seize that long awaited opportunity to hear their ‘objection’ and then respond by understanding their position: “I certainly understand why you need to speak with your Aunt Mary first, but I’m just curious, with the exception of talking with her is there any other reason why you wouldn’t become an owner today?”
Only one of two things will occur next: They’ll either confirm that it is the Aunt Mary (‘two-step’) or they’ll begin spewing out their real objections/conditions and regardless of what they say, and it never matters, let them ‘box’ themselves so that you can then isolate any objection, qualify the objection, ‘close’ on being able to resolve that objection and laugh all the way to the bank!
TODAY’S VIDEO: Aretha Franklin — Think (Freedom)
(To view ALL of the Morning Meeting sales tips and videos, click here.)