Get your day off to the right start with your own MORNING MEETING. No shouting; no throwing of chairs; no name calling; no finger pointing.
Just a Sales Tip of the Day, a daily blast of music and some attitude for your enjoyment! M-F. No weekends, and I don’t do roomfill…
REMEMBER: Passing off a prospect to your closer can be tricky business and when done incorrectly creates an unnecessary uphill battle because the prospect doesn’t understand (or believe the reason) why the ‘closer’ is there in the first place!
Avoid a weak introduction such as (e.g.) ‘Mary and John, I’d like you to meet my manager (or Name)’…. followed by ‘These folks have lots of good questions, can you help them?’
A better approach, after the introduction is (e.g.) ‘….and Mary and John would like to know exactly what the maintenance fee covers (and then stop talking, look at your prospects and say) ‘…isn’t that correct?’ (and then don’t say another word until they nod or acknowledge); then ask your manager if he/she can spare a few minutes to sit down with your guests and explain the MF’s in more detail.
When your prospects know the reason for bringing in a ‘higher-authority’ they will be more comfortable and receptive with the T/O and the more you and your T/O will be laughing all the way to the bank!
TODAY’S VIDEO: R.E.M. — Losing My Religion
(To view ALL of the Morning Meeting sales tips and videos, click here.)