Tuesday, August 4, 2015

Pre-Closers: Todays Kudos & Encouragement (Tues 8-4-15)

Good Morning Pre-Closers,
Meet & Greet, Wants & Needs, Questions:
The other day, last week or last month, we have all been on an appointment where we went a full 2 hours, walked through all the steps and then found out the “customer” hadn’t even put an offer on the new house yet. They just wanted to know how much new flooring would cost them. Of course we smiled the whole time, but when we got back out to the car, we grabbed our little flogging whip and started whipping away at ourselves.

It makes us wonder sometimes, if the “Empire Man” hadn’t been a sales consulting savant. Maybe he knew what he was talking about when he created the 10 step process. Maybe that’s why “Empire” has been in business for over 55 years and continues to grow annually?  Maybe that’s why every sales guru in every corner of the world says, “Ask Questions!!”

Empire, management and even the chicken crossing the road know that not every appointment is going to be a sale. Part of our professional responsibility is to find out from our customers where they are in the process. What their mind set is, what’s their motivation, maybe even what’s their budget…and if they honestly don’t know those answers, then we give them the answers they need. But they only way we are going to find out is if we “Ask Questions!!”

Remember: ABC – Always be closing. As we are asking questions, we are also throwing in pre closing questions. Most people are looking for Price/Quality/Availability. If I have the best price you find, can I earn your business? If I have the best quality you can find, can I earn your business? If I was available tomorrow for install, can I earn your business? What if I had 2 of those 3, can I earn your business? Which 2 are most important to you? Oh, and did I mention, “Ask Questions!!”

Being defeated is often a temporary condition. Giving up is what makes it permanent. - Marilyn vos Savant

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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