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REMEMBER: It is always a good idea after the meet and greet phase, the survey sheet, etc. to put the prospect at ease by saying something like: “And I assure you I will not try to sell you anything today. All I will do is share our system with you and show how millions of families just like yours around the world have been traveling for decades. It really is pretty simple and I can also assure you that when we are finished you’ll know, without a doubt, whether or not you see the value. If you do, fine and if you don’t, that, too, is fine. Either way, it will be your call. Fair enough?”
That approach surprises most sales guests for many reasons, including it allows them to believe they are in ‘control’ of the situation and because they think they are and that nobody (you) is going to try and ‘sell-em’, they’ll be more at ease and receptive.
Then, once they agree (“Fair enough”), it is also not a bad idea to add: “I have to warn, though, that I will not sugar coat anything because we all know we don’t live in a perfect world. I’ll just provide you the facts and answer any questions that you will surely have. Okay?”
Now that they’ve agreed to that, too (aka: two yes’s– a good start) they’ll be even more open minded, and as the presentation begins watch for those ‘interest/buying’ signs that they are really ‘getting into it’, such as elbows on the table, good questions, etc. And when that is occurring the savvy TS Pro will be laughing all the way to the bank.
TODAY’S VIDEO: Yes – All Good People
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