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| #25 | ||
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"Top Sales Expert"
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Quote:
I see salespeople all the time who waste time with prospects who had an "apparent attitude" to buy. For instance, I do training in industries that sell in the home (such as home improvements, for instance), and many of these calls require two calls: an initial call, then time for the salesperson to create the design or a proposal on his/her own, then a second call to present the design or proposal and close the deal. Maybe my opinion on this is biased by the type of sales industries I serve. I train salespeople to ask the following question near the end of the first appointment, but after a follow-up appointment has been scheduled: "When we get together next week to go over your design, if you love what I've done for you, and if the price is acceptable to you, is there any reason you would not move forward with the project when we meet next week?" If they answer "yes", that's a pretty solid agreement. Not that prospects don't break it, of course, but it's much more solid than an "apparent attitude" to purchase. [If they answer "no", then the salesperson has an opportunity and obligation to probe further to figure out what's going on]. Skip Anderson
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Selling To Consumers Sales Training to Sell More™ Free sales tips newsletter at www.SellingToConsumers.com |
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| #26 | |
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"Top Sales Expert"
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the personification of professionalism!
"NO!" and the salesman says; "Oh, why not?"
As intuitive as we become in our careers as sales people, we are never going to be mind readers. That is what questions are for. Again, Skip, very well stated. You are the personification of professionalism!
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Hunger for Profit System© want to make more commissions or more profit, then you need to stop wasting time now! http://hungerforprofit.com - - - - - - - - - - - - - - - - - |
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