Good Morning Superstars,
This weekend I was reading through our past K&E’s and started to see a pattern. If you haven’t gone back and re-read some of them, I have placed them all on a blog for us @ http://floorsbytomorrow.blogspot.com/ … Here is a summary of 5 reoccurring key points:
1. It’s not what we say; It’s what our customer believes.
We can have the best sales presentation in the world, but if the customer doesn’t believe us, then we don’t have a chance. Take the time to engage with the customer. There is a reason for step #3, ask them questions and let them tell us their wants and needs. Yes, many times they don’t know what their needs are and we’ll have to guide them, but in the end, if they don’t believe it, we don’t have a chance.
2. Never go into an appointment not knowing how we’re going to close the sale.
If we don’t know where we’re going, then how will we get there? The most common part left out of any appointment is the close. If we start with small closes throughout the presentation, it just makes it easier on our customers to say YES at the final close. This does not mean we’re only going to use one type of closing technique. On the contrary, it means we’re going to be trying many and be ready to close using several different techniques based on what the customer tells us.
3. Have a dedicated time set aside either daily or weekly to do our prospecting.
For many of us who don’t do ANY prospecting, this could be as simple as our follow up calls. Too many salespeople find themselves spending far too much time doing everything else but prospecting. If we don’t schedule it and hold ourselves accountable, we won’t do it.
4. Believe in ourselves and what we’re doing to help our customers.
Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe in it? There’s a reason why confident salespeople are more successful.
5. Show up and show up on time.
More sales are lost because we either failed to show up on time, call them or failed to follow-through. It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. If we are not going to be there at the start of the hour, make a call. If we disrespect them, then we don’t deserve their business. This week shoot to sit down in front of 100% of our appointments.
Be a good listener. Encourage others to talk about themselves. Remember that the people you are talking to are a hundred times more interested in themselves and their wants and problems than they are in you and your problems.” – Dale Carnegie
Floors By Tomorrow
Auth Rep of Empire Today
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