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REMEMBER: Prospects always cozy up to the sales rep who treats them as if they are the ‘special’ people they are. That is especially true in this era when the vast majority of sales people (in all fields), receptionists, sales managers, administrative and most other entities dealing with consumers (prospects) handle them as if their mere presence is an inconvenience.
In our business, when we get to the point of ‘showing the numbers’, too often the rep just plops down (e.g.) a four-week program price and although many sales centers require that process to be followed, it really isn’t the best method.
A more professional approach is to first explain that there are several ownership options to choose from and that in order to demonstrate the one that best suits the prospect’s lifestyle, ask the sales guest how they would the use the program so that you can share with them the best ‘plan’ that suits their family travel and vacationing needs…
This technique is one more important step in the sales process whereby the rep can demonstrate that the sales guest is not just ‘another’ prospect. By showing the sales guest a plan designed specifically for their family and then ‘closing’ on their stated ‘uses’ the savvy TS Pro will be laughing all the way to the bank.
TODAY’S VIDEO: Hootie and The Blowfish –I Only Wanna Be With You
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