Why sales people fail
True of False
An objection is really a no to your proposal. They don't like you or your offer.
False
An objection is NOT a no. It typically is a request for more information.
True or False
A sale is always made. Either you sell the customer on Yes or they sell you on NO.
True.
The sales starts when the customer objects.
True or False
True!
Most customers don't tell you their real objection at first. They stall. A master sales person can get through the stall to the real objection using your knowledge of sales skills, product, knowing your customer (how well you did the interview), the relationship you've established up to this point, your creativity, your attitude and your persistence.
Tell us 3 Open ended involvement questions to ask your customers.
How do you see yourself using...?
If you could use this in your... when would you...?
Do you see how easy this is to operate?
What are the features you like the best?
When (how soon) and why should your customer physically be involved in your presentation?
Within the first 5 minutes.
Why? Tactile involvement leads to the feeling of ownership. If you want to see how receptive your customer is to our product, get them involved early and often.
Question: When is the customer ready to buy?
Answer: They will tell you if you pay attention.
Recognizing buying signals is a huge step towards the science of sales. Listen to the buyer. They will give you signals. If you miss the buying signals, you will go past the sale.
The Perspective of Sales
There is only one point of view that matters.
There is only one perspective that matters.
There is only one perception that matters.
What is the one thing?
The Customer's.
Building Buyer Confidence - which of the following is True or False
Being Prepared T or F
Being Organized T or F
Able to answer most product Questions T or F
Down the competition T or F
Make excuses or blame others T or F
Being Prepared True
Being Organized True
Able to answer most product Questions True
Down the competition False
Make excuses or blame others False
There are thousands of ways to ask for the sale...
Once you ask for the sale, what is the one thing you should do next?
Shut up!
The next person to speak loses!
What's the difference between an Inverter and Converter.
Which is better? Do you need both in an RV?
The Converter transforms AC Voltage to DC Voltage or 110V to 12V in an RV. An Inverter transforms DC Voltage to AC Voltage or 12V to 110V in an RV. Both transform voltage, but in opposite directions.
What is better inverter or converter?
Interrupting; asking questions and then talking; pre-judging; answer prior to hearing the entire situation; are all examples of what?
Interrupting; asking questions and then talking; pre-judging; answer prior to hearing the entire situation; are all examples of poor listening skills.
Follow a few easy steps for active listening to be effective. - Never interrupt. Listen for purpose, details, and conclusions. Listen to what is NOT said. What is implied is often more important than what is spoken. Think between sentences.
Fill in the blank
Don't sell the drill bit, sell the _____
Don't sell the car, sell the _____
Don't sell eyeglasses, sell the _____
Don't sell the drill bit, sell the smooth holes they create
Don't sell the car, sell the smooth ride, status and prestige.
Don't sell eyeglasses, sell the better vision and stylish look
True or False
50% of the time, I want to think it over means:
No money. Wants to shop around. Not convinced. No trust in you or your company. Doesn't like you.
True. 50% of the time, I want to think it over means:
No money. Wants to shop around. Not convinced. No trust in you or your company. Doesn't like you.
However, 50% of the time they will buy from you IF you use the right words and phrases.
True or False
Some motor home models allow for the induction cooktop to be removed and used outside of the unit.
True - an example is the Dynamax Isata 3 with induction cooktop. It is easily removed and can be plugged in outside into an outlet.
Why do sales people fail? Match the percentage with the reason:
15% Attitude
20% Poor or problematic boss or management
15% Poor verbal and written communication skills
50% Improper training - both product and sales skills
50% Attitude
20% Poor verbal and written communication skills
15% Poor or problematic boss or management
15% Improper training - both product and sales skills
What is a power statement?
A. A statement that makes your product outstanding, understandable, credible (incredible) and buyable.
B. A statement that makes you look and sound better
C. A statement that shows how much product knowledge you know
D. A statement that sets you apart from the competition
A. A statement that makes your product outstanding, understandable, credible (incredible) and buyable.
Guided by three generations of family leadership, (This company) has grown tremendously over the last several decades. Founded in 1956 by their founder, this company began as a galvanized and aluminum roofing business for the manufactured housing industry. Today, (This company) has evolved into an industry leader of premium components to the recreational vehicle, marine, automotive, commercial vehicle and building products industries.
Who am I?
Guided by three generations of family leadership, Lippert™ has grown tremendously over the last several decades. Founded in 1956 by Larry Lippert, the company began as a galvanized and aluminum roofing business for the manufactured housing industry. Today, Lippert has evolved into an industry leader of premium components to the recreational vehicle, marine, automotive, commercial vehicle and building products industries.