Good Morning Flooring Whisperers,
So how do our customers perceive us when we are with them? We must know in our head what our purpose is
when we approach their door.
We know we are running our business right when selling feels
more like the relationship between a doctor and a patient and less like a
relationship between a salesperson and a prospect. When we go in to see our
doctor and she asks us about our symptoms, we tell her the truth. We trust that
she can diagnose our problem and prescribe the right medication. When she says,
"This is what you have. Take these pills," we don’t say, “Let me
think about it” or “Can I get 20 percent off?” We take the medication. It's no
longer about interrupting, pitching and closing. It is about listening,
diagnosing and prescribing.
Sales is not about selling anymore but building trust and
educating. The trust that a customer has in our company and in us strongly
outweighs the techniques we use to sell. Establishing trust is better than any
sales technique. Of course we still have to go through the 10 steps, but once
that is so imbedded in our minds and speech the whole relationship is built on trust
and educating.
"Every
sale has five basic obstacles: no need, no money, no hurry, no desire, no
trust." – Zig Zigler
This is the purpose of step #3 – ask the right questions,
create these things – if they don’t have these, give it to them!!
Jay once said the reason people don’t buy can be summed up
in the 4 P’s. (Person, Price, Product, Place) – establish these and we now have
buyers!!
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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