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There’s only one thing worse than
guests who overstay their welcome. It is salespeople who camp out at
their prospects’ offices. If your prospect is fidgeting and
distracted, it may be because of the above stated problem. Contrary to
the belief of some, the length of an appointment does NOT have
direct correlation to the success of the sale. |
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Expect
that everyone will know the secret before you tell them. Owners and
leaders mistakenly believe that good and bad news can be kept from the
staff and public. Make sure that your staff knows the truth from you
– it will mean more and help them present it to the world. |
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You’ve just found out that one
of the products you sell is defective. Do you hide behind closed
doors? In sales, honesty is the best and only policy. Let the customer
know what is happening, both with the product and also with your plans
to correct the problem.
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New ideas, methods and programs
often meet with resistance. To lessen this resistance try and
communicate the following:
1. What it is and why it needs to
be done;
2. How will IT affect the
listener;
3. What is the timeline.
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September 2000 - Coaching Cards™
