Saturday, July 18, 2015

Observationists: Todays Kudos & Encouragement (Sat 7-18-15)

Good Morning Observationists,

Buying signals are all around us if we learn to recognize them.  Unfortunately, it’s all too easy to become so focused on our presentation that we may overlook these signals even if they are obvious.

For the last 20 years I have supervised all 4 of my kids as they sold door-to-door to raise money for any number of school functions. I carefully prepped them with the proper sales script to use when someone opened their door. But we overlooked the fact that sometimes a long sales presentation was unnecessary.

I’ve come across many salespeople who sell themselves right out of a sale; they talk too long or are too boring or have 20 bazillion things to say. Though talented and competent, they do not take the time to recognize the customer’s desire or readiness to buy. It’s critical to be able to identify the buying signs so that we don’t oversell our flooring.

Buying signs are communication signals that suggest the customer is now ready to discuss how they can take ownership of our carpet and flooring. In other words, they are now proverbially sold on our flooring and are ready to discuss purchasing from us.

Don’t skimp on the 10 steps, but when they are ready, sell it to them.

“Yea, it’s Saturday!! People LOVE to buy on Saturday.” – Dan Thompson

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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