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REMEMBER: There are always signs to be on the watch for when dealing with a sales guest. One sign is that of the ‘note-taker’ who whips out a pen and pad and while laying them on the table pulls his chair closer to the edge and positions himself as if he’s getting ready to write down every single word.
The ‘note-takers’, do this for a couple of reasons, but what is important is to disarm them from taking notes and not for some diabolical reason but because when they do take notes it may be a challenge for them to thoroughly listen to what the rep is saying at the same time– especially to key points.
One effective way to stop this process is to say, once he/she is all comfy with their chair adjustment, pad and pen on the table, ‘You know Mary (Bob), you really don’t need to jot down notes today because when we’re done I have a full package (aka: ‘The Signed Docs'; the reps mission) that highlights and explains in detail all the benefits and features I’ll be sharing with you today…’
That should usually do it and ‘Mary (or Bob)’ will likely move the pad and pen to the side. Now with the prospect’s undivided attention and full control of the sale environment, the savvy TS Pro will be able to begin an unobstructed presentation all the way to that “full package”, and then laugh all the way to the bank.
TODAY’S VIDEO: Fritz & Stephen – Extreme Sticky Note Experiments
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