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: You may not know it, believe it or understand it but more often than not if the TS rep just lets their sales guest have the ‘floor’ on more than one or two occasions those prospects will often help sell and close themselves.
The challenge of course is for the rep to not lose control of the selling process. Too often reps tend to fear allowing a prospect to be too ‘chatty’ and have been trained that they (the rep) must control of the conversation at all times else they’ll surely blow the deal.
There is a dash of truth to that but overall once the meet and greet phase, the warm up, the survey, breaking the pact, etc. has been accomplished and a full blown professional upbeat and informative presentation is under way, the rep should have a good relationship with their prospects by then and this is the time to allow the prospect to really get involved in the dialog.
It is time for the rep to relax at this point and just sit there listening very carefully as if they have the listening ability of an elephant, honing in on every ‘sound’ (clue) in the wild. Then, with all that information, the savvy TS Pro will use what is applicable, close more deals and laugh all the way to the bank.
TODAY’S VIDEO: The Music Man — “Pick-a-Little Talk-a-Little/Goodnight Ladies”
(To view ALL of the Morning Meeting sales tips and videos, click here.)