The holiday shopping season shifts into high gear this week with Black Friday, and it's time to share my annual seasonal selling advice: Don’t be one of those brands, companies, stores or individuals that skate the fine line between ethical and manipulative persuasion. Whenever I talk about persuasion — on my other website, at speaking
Successful salespeople have great hygiene. I don't mean they shower after the gym and smell nice; I mean they have things in their personal processes that turn into habits that contribute to their success. Here is of those habits: Never leave an exchange with a prospective buyer without a date, a time and a next step.
Picture this scene: An excited customer has been talking to your sales professionals, test riding motorcycles and finally makes the decision. Numbers are discussed, information is shared and a credit application is submitted. The customer is invited to have a seat in the customer lounge, enjoy a cup of questionable coffee and spend a little
Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten
Black Friday is next week (Thanksgiving is early this year), so make sure your digital camera is fully charged. You’ll want to take lots of photos that day. You can literally put your buyer in the picture. I tell powersports retailers to take a digital photograph of their prospective buyers when they are considering which
Nothing is more powerful in the world of sales than a face-to-face encounter between a satisfied customer and a credible sales professional. This is the kind of human exchange in which influence can be wielded for the good of both individuals. When a customer says “thank you,” you must leverage those words — or risk
In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes:
How can you tell whether you’re making progress with a prospective buyer? Often, the answer lies in the degree to which that person trusts you and finds you a credible sales professional. For clues about how your customers feel about you, observe their actions — or inactions — to determine if you’re winning them over.
The next time a potential buyers says “no,” try asking different questions. Now, these can be rhetorical or actual questions. Either way, they soften your response, give you time to think and usually are greeted in the affirmative. For example: “May I ask you a question … ?” “May I speak candidly … ?” “May I
Looking for a way to speed toward closing the sale? Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. So ask questions to make him or her enjoy the act of buying: