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communication
Handling Objections…what is enough?
Connecting…enough?
Asking Summarizing Questions
Asking Clarifying Questions
Asking Forwarding Questions
Assessing versus Assuming
What does slow mean?
When salespeople tell me that ‘it’s slow’…I have to take a breath and get to neutral so that I don’t react. 😀 Why is that?
Because most salespeople who complain about traffic aren’t using the actual data as their complaint. They might be using one day of traffic against the same day a week earlier or another anecdotal comparison that is not based in fact. And even if it IS factual, now what?
My standard response to “It’s slow…” is something like, “I get that you have some concerns about the tr…
It’s not my job….Resist being resistant
In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.
Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…
Cold call, warm call, hot call…what is it? Go with the easy ones first
Intended Outcomes
My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.
Anything else isn’t an outcome, but a step …
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