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REMEMBER: Too often TS reps are wrapped up in the pure mechanics of the sales process and after the survey sheet phase (asking questions) they go through the other required sales steps and cover all the topics, basics, etc. but never (or rarely) ask any additional questions, believing that as long as they ‘hit’ everything they’ll likely make a sale!
And they do make sales, but these are the reps who close at 15% (or less) and the fact of the matter is they could double their closing ratio and incomes by asking each sales guest many questions throughout the entire presentation.
Sales questions force the prospect to think and pay attention, but also force their participation during the presentation. By making them respond it allows the rep to gauge their interest level (or lack thereof), discover unknown ‘hot-buttons’, etc. That allows the rep (later, if need be) to hold the prospects accountable for their responses.
When questions have not been asked at the end of the presentation (before the closing sequence) the rep may say (e.g.) ‘And so what to you folks think…’ (or ‘…..’). That is when the kiss of death rears its head and those four dreaded words hit the rep upside their skull: ‘Sounds interesting, how much?’
Had the rep been asking the appropriate questions and listened carefully to each and every response, then at the end of the presentation the rep could say (e.g.) ‘Rick you mentioned that you are taking Martha on a second honeymoon to Sydney, and Martha I believe you said you both have about 30 days of vacation time each year. Now that you’ve previewed our program, could you both see yourselves benefiting from this travel and vacationing lifestyle?’
Questions are as important as any other aspect of the sales process. The reps who understand and employ this tactic will break down even the most stubborn of prospects, and by asking many questions and listening carefully at all times the savvy TS rep will discover all sorts of ‘keys’ to making more sales. And by doing so they’ll laugh all the way to the bank!
TODAY’S VIDEO: Alan Parsons Project – “Don’t Answer Me”
(To view ALL of the Morning Meeting sales tips and videos, click here.)