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REMEMBER: In our business we meet all sorts of sales guests from just about every spectrum of ’employment’ and there are a couple of these professions that need to be handled in a certain manner. None more so than the (usually) ‘male’ who boasts that “I’m in sales, too”.
For the record, there are few sales reps out there who work in the world that the TS Rep does, that being a ‘one-call’ closing environment whereby a ‘consumer’ signs on the dotted line for thousands of dollars, leaves a sizeable deposit, commits to a lifetime of financial obligations, etc. And TS reps are, by far, a ‘cut’ (way) above most sales reps!
That said, the TS Rep needs to know that when they have a sales guests who boasts, in a cocky manner, that they, too, are in sales, what that person is often doing is trying to control the situation, in their own feeble way, by doing a take-away and/or suggesting that “I know your game plan/system and/or how-it-works…”
Without spending too much time on this topic today, the first thing the TS Rep needs to do, at the appropriate time, is ask this ‘sales-ace': “Bob, if you could, say, sell to ten prospects, one right after another and then instead of asking them to pay for your widgets you made a one time offer that they could have ’em for free, how many takers would you have?”
Now if Bob the crack ‘sales-ace’ is a blow-hard he’ll shoot his mouth off and say, basically, “all of ’em”! On the other hand, if Bob is a main-stream sales rep he’ll likely respond (e.g.) “Probably most of ’em…”
Whatever the response the TS rep will simply agree with Bob and then say that ‘she/he’ is in the same boat and that at the end of today’s presentation ‘Bob’ will likely want to be a TS owner too; but unfortunately ‘today’ we’re not giving ANYTHING away for free (and then chuckle a little).
Then the TS rep needs to tell Bob: “My job is much easier when I meet sales professionals like you (Bob) and since you can appreciate my situation all I’m going to do, so I don’t waste your time, is explain to you how our system works, answer all your questions, show you the dollars and cents and then simply ask whether or not you see the value and would like to become an owner today. Fair enough Bob?”
Bob will likely agree and then the TS Pro should add that: “As you well know Bob, if a prospect isn’t listening all is hopeless so if anything is not clear as we go over the information please stop me dead in my tracks and ask for a clarification. Okay?” (This lets Bob think he still has ‘some’ control)
From this point on Bob will likely never bring up his ‘profession’ again and stop being the know-it-all sales ace from hell, and when that happens the savvy TS Pro will control the entire presentation and laugh all the way to the bank.
TODAY’S VIDEO: Janet Jackson – Control
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