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REMEMBER: You hear it all the time when a sales rep/closer states a prospect didn’t buy because they are broke, can’t afford or whatever. But considering most resorts have a modestly priced ‘package’ (all the way down to an ‘exit’ program) that the majority of sales guests can use and afford then there is something else going on besides ‘price’ (aka: affordability).
When a prospect stands their ground and keeps telling the rep they ‘can’t afford it’ that is often a kind way of simply saying (e.g.) I/We (the prospect) don’t like you, I/We didn’t like your presentation, I/We don’t believe you, your product/services, etc.
One of the main causes for this hidden objection is the failure of the rep to develop a basic relationship with their sales guest, which in turn establishes a foundation of trust. If a prospect doesn’t like and/or trust their rep guess what the outcome is 80-90% of the time?
It’s the old ‘No Sale Today Amigo’, end of story!
It is of course true that there are those sales guests who are ‘financially challenged’ and they don’t have another penny to be squeezed out of their budgets. But the savvy TS Pro who has developed that basic relationship and trust with every prospect will not hear the price objection (aka: (‘I/We ‘can’t afford) very often and instead will laugh all the way to the bank!
TODAY’S VIDEO: The Monkees – I’m a Believer
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