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Suggest You - Comments Salespeople Hate Hearing / Part 2
What do you do with junk mail? Are you like me? I toss this stuff without opening it – unless I see some benefit. Publication editors do the same. They toss news releases that don’t demonstrate a benefit to their audience.What’s the difference between a release that gets used and one that hits the editor’s circular file
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as ex
Look around everbody is offering you a great deal. How many offers do I get from credit card companies offering no interest or very low interest on cash advances? Visa, Mastercard and American Express all offer below cost rates to entice you to their lines of credit. Why do they do this? Traditionally if you needed a loan you woul
If you sell for a living in any type of retail environment you have heard it said countless times, haven't you? As a salesperson, sales manager and trainer with over 35 years experience, it amazes me how often I've witnessed salespeople hear this comment. They all hate hearing it, yet they keep inviting it, customer after customer by making a huge mistake right at the point of initial contact with their fresh prospect.
Before I explain my comment about 'inviting' the statement, let me explain why I'm just looking is the last thing a salesperson wants to hear when greeting a customer. The comment creates a serious threat to the relationship or rapport building that you must establish to help put your sale together. It allows only two courses of action for the salesperson to take and both lead away from the sale.
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), disengage and scurry for cover. The prospect will then usually linger for a few moments and head out the door, still looking. Often he or she will be looking for a more masterful salesperson.
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as ext
Every morning you wake up, eat and -– most days of the week -- you go to work. By that time you have already finished a set of daily habits. But at work, there are even more waiting for you; starting with the computer: Switch on.And then, what do you do next: open your e-mail program, “You’ve got mail” or your internet brow
Before I explain my comment about 'inviting' the statement, let me explain why I'm just looking is the last thing a salesperson wants to hear when greeting a customer. The comment creates a serious threat to the relationship or rapport building that you must establish to help put your sale together. It allows only two courses of action for the salesperson to take and both lead away from the sale.
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), disengage and scurry for cover. The prospect will then usually linger for a few moments and head out the door, still looking. Often he or she will be looking for a more masterful salesperson.
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as ex
One of the most effective ways to employ promotional items is as part of a coordinated marketing campaign. Choosing a set of coordinating promotional gifts for prospective customers, employees or loyal, continuing clients is a great way to build business relationships that keep growing. Here are five steps to building a coordinat
Before I explain my comment about 'inviting' the statement, let me explain why I'm just looking is the last thing a salesperson wants to hear when greeting a customer. The comment creates a serious threat to the relationship or rapport building that you must establish to help put your sale together. It allows only two courses of action for the salesperson to take and both lead away from the sale.
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), disengage and scurry for cover. The prospect will then usually linger for a few moments and head out the door, still looking. Often he or she will be looking for a more masterful salesperson.
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as ex
Rapport is important in sales, especially face-to-face sales. It's been said time and again sales is about people and people buy from people they like. Without picking that thought apart, I agree it's generally true. People buy from people and businesses they like, trust, and respect. Rapport is without doubt important to sales su
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), disengage and scurry for cover. The prospect will then usually linger for a few moments and head out the door, still looking. Often he or she will be looking for a more masterful salesperson.
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as ex
It was the sixth house Mark and Andrea had looked at in just one day, and they hoped it would be better than the previous five. The house was slightly out of their price range, but the real estate agent had insisted they at least look at it.Pulling into the driveway, they couldn’t help but gaze at the house, perched so pea
If the statement is thought of as a simple throwaway comment, it will almost certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as extremely rude and 'pushy stereotypical sales behavior' which is not likely a relationship builder, right?
Ok, we see the problem when the statement is uttered but what made me suggest that salespeople usually invite it? The comment comes after the typical less than effective Can I help you? greeting used by your average salesperson.
If you're lucky, you will hear I'm just looking with that greeting. Often, you will just hear No and where do you go after hearing that? The greeting is such an important part of the selling experience. Don't blow it by using the dumbest greeting in the industry.
Asking yes or no questions can and does destroy selling opportunities hundreds of times everyday.
There are masterful greetings available as well as powerful strategies for winning over fear laddened prospects. Just one final thought, if I may. Of course the prospect is looking, otherwise he or she wouldn't be in you place of business, would they?
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