Mule
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: Every day there is an opportunity to improve ’stats’ by better preparing for and meeting head on the selling challenges of each new day with vigor and enthusiasm.
Take for example a rep who assumes all sales guests from the ‘Show Me’ State are as stubborn as mules and that they are mostly a waste of time so the rep decides a quick ‘pitch’ is all that is necessary. And at the first sign of the prospect being that ‘mule’ then it is time to Spin-to-Win and move on to the next prospect.
A better course of action might be to ask that ‘mule’ for some help by saying “I’m just curious Cid and Betty, but I’ve met a lot of people from your neck of the woods and for some reason they seem to appreciate our system. Now I’m sure you’re not interested, as you’ve clearly expressed, but could you tell me why so many folks from Missouri seem to feel the way you do?” (And then shut up and listen)….
The end result is that particular prospect may very well open up and tell the rep how to sell ‘em. But more importantly it provides the rep an opportunity to make a change in their usual approach and by doing so they will begin improving their selling skills, ultimately make more sales, and when that happens they will laugh all the way to the bank.
TODAY’S VIDEO: The Moody Blues – Question
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