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REMEMBER: Sometimes before the conclusion of the front end of the sales presentation prospects may begin to think ‘it’s-to-good-to-be-true’ and others may outright not believe what they are being told.
Since most sales guests will initially anticipate that their rep is going to lie about something, there is no better way to satisfy their perceptions than to do a little online research, have a little fun and tell the biggest sounding whopper you can come up with. One of the best places to do this is just prior to beginning the actual sale presentation.
E.G. ‘You know Alex and Cindy, before we get started today, if I were to blurt out that Jesus Christ had a drivers license you’d be inclined to think I was either stark-raving mad or an outright liar wouldn’t you?
‘But if I told you– and showed you the records– that over the years several individuals in the State of California petitioned the courts to have their names legally changed to Jesus Christ and the court granted their pleas and because they did the DMV had no option but to amend the petitioners’ drivers licenses to ‘Jesus Christ’ then you might be inclined to think, well, that’s California for ya!’
When doing this it is important to let the prospect know that you know, ‘sometimes’ you’ll share information with them that may not seem plausible and that ‘if’ that happens have them agree, then and there, to stop you and ask questions (clarification) about a specific benefit or feature. By doing this and clearing the ‘air’ the savvy TS Pro will add more credibility to their presentation and laugh all the way to the bank.
TODAY’S VIDEO: Fleetwood Mac – Little Lies
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