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REMEMBER: Most potential ‘objections’ will be eliminated during the presentation but sometimes there may be a hidden ‘condition’ that is specific to a sales guest’s ‘life’ and prevents them from ‘becoming an owner today…’
As an example a sales guest may soon be scheduled for coronary bypass surgery, or contemplating a career change, purchasing a (large) boat, buying one of the kid’s a car for college, planning to run off to Tibet to become a monk…
Whatever that ‘condition’ may be it is always important to bring it out before the presentation begins because if ‘it’ exists and hasn’t been exposed (during discovery) it will surely be on the prospect’s mind throughout the entire presentation and will most likely prevent the sale from happening.
That is why it is always a good idea, before the actual sales presentation (nuts and bolts) begins and when everyone is all fuzzy and warm, to ask ’em this type of question (in your own words):
“Bill and Terry, if you don’t mind, let me ask you both a question. Most of the people that I meet and who preview our program really like what they see, but sometimes I find out that there is something huge going on in their lives like they’re getting ready to go off and become missionaries in a third-world nation; or maybe they’re getting ready to purchase that 40 footer (RV), or quit their jobs and live off their relatives…” (LOL; a little humor is always good with this question) “I was just wondering if there was anything huge going on in your lives that would prevent you from taking advantage of an opportunity today?” (and then remain silent)!
If there is something, they will surely bring it out now. Whatever that may be, it is likely not a deal breaker and in fact can be used during the presentation, such as “Yep, we’re retiring in six months, gonna purchase that RV we’ve always wanted and travel the USA/Canada/Mexico…”
In this instance the rep would let their prospect know, at the appropriate time, that many TS owners who also are RV’er love to take a break from the road from time to time and (e.g.) when they’re heading down the big highways to New Orleans for Mardi Gras instead of parking far away from Bourbon Street and all the restaurants, shopping, parades and action, etc. they reserve a week at ‘X’ resort and…
The whole point is to find out what that condition maybe be and then use that information to fit the prospect’s life and/or situation during the sales presentation. By doing so the savvy TS Pro will expose and eliminate most ‘conditions’ and laugh all the way to the bank.
TODAY’S VIDEO: The Blaire Reinhard Band – Just Dropped In
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