Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: Too often during the ‘front-end’ there is a tendency to ‘machine-gun’ sales guests, rattling off the basic presentation and then, thinking that there is a ‘deal’, the rep ‘flips’ the table only to be shocked that ‘the deal’ crashed and burned!
There are several reasons for this happening but one big reason is that the initial rep (and the closer, too) didn’t get the sales guest more involved.
One way to get them to participate, at the appropriate time, is to outright ask the prospect (e.g.): ‘If I were your favorite (Aunt/Uncle) and I gave you a free vacation anywhere in the world, including camping out in your back yard and I paid for everything, regardless of what you wanted, when and where you wanted to go and what you wanted to do when you were there, where would you want me to send you?’
Then shut up, let the prospect share with you their ideal dream vacation and with that information now out in the open on that ‘table’, by handling it properly the savvy front end rep, the closer or the F/B professional will be laughing all the way to the bank.
TODAY’S VIDEO: ScatterTones – Audience Participation Song
(To view ALL of the Morning Meeting sales tips and videos, click here.)