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: When all is said and done, by the time the rep gets to the ‘money’ each prospect is either merely curious or serious about the affordability aspect of becoming a TS owner. And their mindset is in direct proportion to the quality (or lack thereof) of the sales presentation.
Although some T/O sales systems don’t allow a front end rep to ‘box’ (aka ‘trial close’) on the money, nonetheless the money, in most cases (when a quality presentation has been delivered), is the ‘make-or-break’ point in the sales process. It really isn’t a bad idea to test the ‘waters’ before laying out a dollar amount.
One way to do so is to have a little fun (which, being ‘friends’ by now, should be no problem) and inform the sales guest that the rep has two price models, one being for the merely curious and the other for the serious. Ask them which one they’d prefer to see today, and then shut up and let the prospects’ actions/words tell all!
It is at this point, especially if the guest has been ‘stroking’ the rep all along (and some are very good at it) the rep (and the closer) will surely know where to go from that point on. But regardless of which response they give (curious/serious), lightly ‘boxing’ every prospect before showing the money is, without question, another important sales step in that preferred journey of laughing all the way to the bank!
TODAY’S VIDEO: Petey Pablo – Show Me the Money (set to the movie Step Up)
(To view ALL of the Morning Meeting sales tips and videos, click here.)