Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: As we’ve discussed previously, despite the popular notion that a sales rep should never ‘pre-judge’ (anything) the fact of the matter is that it is imperative to pre-judge at all times beginning with that first hand shake, the gift that motivated the sales guest to attend the presentation, etc. and all the way to the button-up.
Often when a sales manager says not to ‘pre-judge’ they are only referring to a prospect’s ability to ‘afford’ and actually purchase what they are previewing. The problem with that narrow minded approach is that reps have a tendency to ignore all the obvious ‘signs’ (hints) and blindly ‘pitch’ as if one shoe fits all!
In our business, indeed in all sales fields, about 80% of the reps are merely order takers. Because that’s what they are, they simply flow with the process and rarely ‘pre-judge’ anything about their prospect, and these sales reps, when they do make sales, are among the ones who also have the highest ‘kick’ (rescission) percentages.
When you meet each sales guest, and without them speaking one word, they are presenting you with a plethora of clues (hints) as to their lifestyle, their spending habits, their likes and dislikes and so forth. It is observing and prejudging those hints wherein lies the big fat juicy commission checks.
If you meet a (e.g.) single male, 45 (likely divorced) who shows up to the presentation badly needing the back of his neck trimmed, his shoes are obviously off the shelf of Wal-Mart or K-Mart, he is wearing a Timex watch, his shirt is a pull over that is well-worn and he is seriously above average in weight, etc. that tells the rep a whole story as to how that person (among other issues) spends his money.
It is indeed the savvy TS Pro who pre-judges everything about their prospect and then adopts the presentation and closing phase to that personality, etc. who’ll not be a run of the mill order taker but instead a money maker laughing all the way to the bank!
TODAY’S VIDEO: The Who – Who Are You, live at The Concert for New York
(To view ALL of the Morning Meeting sales tips and videos, click here.)