Showtime - A Day In The Life! part 2
Happy Friday!
"All the world's a stage, and all the men and women merely players: they have their exits and their entrances; and one man in his time plays many parts, his acts being seven ages."
Each day in the life of a sales person is filled will possibilities. Relating it to theater and movies, we can have comedy, tragedy, drama, action and the occasional science fiction (yes, some things will be stranger than fiction!).
All in all, the things that make sales challenging are also what make it interesting and rewarding. The opportunity to meet a diverse group of people, with various situations, but all needing something we have to offer.
That is why I say sales has three rewards - Emancipation, Gratification, and Remuneration.
I had told all of this to the young man I was mentoring prior to him getting his first 5 appointments. Now was time for the "dose of reality" of what an acutal day may look like. I continued giving him the lowdown on the possibilities of his day;
The Showdown - "Have you ever seen a child who refused to eat his broccoli? Pouted mouth, folded arms and a stern look on their face? That is what you face sometimes with clients. They barely answer questions, refuse to "warm up" and you will begin to wonder why you are there.
"What do I do?," the young man asked.
"You stay the course, and continue to demonstrate your product and it's value," I answered. "Some people are going to resist your anticipated "sales pitch" and be on guard. Their defensives can come down as they see the benefits of the product. If you remain even keeled and sincere, they will sense they can trust you and your motives. The combination of trusting you and the prouduct can turn a frown upside down.
"Will I get that sale?"
"More difficult clients require a little more skill, but with time, these are the clients that the best sales professionals "win over". I know you can do it...so yes, another close!
The Show Must Go On - "Your next appointment begins well and you feel that you have a certain sale. They answer everything in the affirmative, ask great questions, and give you all the verbal and non-verbal buying signals".
"Sounds like I will be 3 of 4!" he said excitedly.
"Not so fast! Even with things going well, until you have closed, you have to remain diligent and take nothing for granted. You have filled out the paperwork, and gotten everything ready, but right at moment of completion, they begin to get cold feet. You review the product, handle all the objections a 2nd time, and despite all your efforts, they are still too uncertain to complete the transaction."
"How can they not buy when we have come so far?"
"Great question. Each client has their own buying psychology and some people truly have a difficult time committing to a decision. Your best bet is to use the "Take more time to think" close and move on to your next appointment...follow up with them later...
"Will I eventually get the sale?" he inquired.
"Maybe...but for now, the show must go on to your last appointment."
The Show - Off - "Your last appointment has been waiting for you all day. He has his paperwork spread out on the table and his laptop open. Before you can even begin to demonstrate your product, he goes through the litany of information that has gathered. He goes through your competitors products and their benefits...and shortfalls."
"I have lost control already...that can't be good," said the young man.
"That depends. If you are just there to be another quote for his arsenal of companies, then it could be challenging. But many times the prospect just wants you to see that they have done their homework and understand what they are buying. They want to "show-off" the fact that they are educated consumers."
"What's the approach with this one?" he asked.
"You allow him to "sell himself" - You are there because he is committed buyer and wants to be sure he makes the best decision. Some sales people don't like shoppers because they feel price is all that matters, but I have found that informed consumers are looking more for full value...and price doesn't always determine value.
If you can differentiate yourself as a person who will service the clients needs and your product fits the value equation, I think you will close this one."
"That means I would close 3 of 5...60% closing ratio," he said excitedly.
"And that would be a great day! What you have to realize is that there will be days when you are 5 of 5...and 0 for 5. The key is not to let one "bad act" spoil a day or a week. It is all part of the life you are now embarking on in this thing called sales. Understand that with each opportunity you have to be ready for...
Showtime...A Day In The Life!
Until Monday, I wish you Money, Power, Success!
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