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REMEMBER: There is a cartoon depicting a huge battle getting ready to take place during Medieval times with two officers trying to tell the commander that there is a sales rep who wants to see him to demonstrate a new weapon.
“No!” shouts the General. Sword drawn, facing the enemy and preparing to give the frontal ‘charge’ order– without so much as looking at his officers or the rep standing by ready to demonstrate a new automatic weapon— the commander adds that he “can’t be bothered. We’ve got a battle to fight!”
Those two officers failed to accomplish their task of getting the General’s full attention. Sales guests are often like that commander in that they, too, have the ‘need’, would surely ‘like’ and without question would definitely ‘use’ what is being offered. But although they may hear the words, absent of getting the sales guests’ full and undivided attention from the get-go (and keeping it) the outcome of the sales presentation is often less than the rep’s intended objective.
One warning that a prospect is hearing the words but not fully paying attention is when they give lip service answers (an insincere non-committal response) to a question posed by the rep such as the dreaded (e.g.) ‘MMM Hmmm’ or ‘sure’, ‘oh yeah, you bet’, ‘sounds pretty good’, etc.
When that happens briefly pause for a moment while squarely looking into the prospects’ eyes. Then ask them a question designed to get them to think for a moment and to then basically admit they hadn’t paid attention to the aspect of the presentation or that they require further clarification.
As an example, the rep might ask: ‘Now as owners, Paul and Rick, would you divide your time between two different seasons or would you be inclined to use only one season and then take weekend trips?’
This approach will bring the prospect full circle. They’ll not likely want to be asked that sort of question again, so they will start paying closer attention to the presentation and by following this procedure and getting each sales guest back into the ‘picture’ (and keeping them there), the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Arcade Fire — Wake Up
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