No Means No, or Learn to Qualify
On a recent sojourn in Cancun Mexico my family and I were requested to visit with current staff relating to timeshares at our visiting resort. The presentation was to last 90 minutes for which my wife and I were receiving FREE massages for our time. The inducement seemed valuable for my time.
Upon meeting with Milt our presentation Host, we consumed breakfast and proceeded to our presentation. Such included a walking tour of a neighboring facility featuring similar accoutrements as our present timeshare. Milt requested for us to maintain an open mind he tried to qualify our need for a new timeshare. We implored that we were only on tour and that there was no need and more importantly no money for investment. He agreed not to push, unfortunately this proved to be an outright lie.
The 90 minutes turned out to be 130. Milt returned us to an expansive room overlooking the Caribbean with over 75 vulture lurking for meat. Over 75 sales professionals sought fresh blood to close new timeshare business. Imagine homeless people looking into your dining room during Thanksgiving; we needed to tiptoe amongst the saliva.
He concluded with asking for an order, we negated. He indicated that he would check us out and return us to our hotel. He abruptly left to introduce us to his manager; this would verify our negation. However, Carlos tried to close us to. We negated him. He sent over Thomas who also tried to sell us on property. This continued for another 90 minutes and five other salesmen!
Sitting there reminded me of such high pressure tactics that continue to exist in industry. Such bogus and high pressure selling is not only bogus but untrustworthy and ridiculous. As I viewed the room of vultures and unanticipating prey, I also took note of the countless individuals and families not signing agreements. No was the predominant word of the day.
The learning lesson is simple; if you are a selling professional ensure you do not succumb to high pressure, lowly methods. Today’s environment requires honesty, sincerity and submission for client value. Milt did not approach this from value but rather the return to his wallet.
As you begin the New Year remember the following:
• Selling is about emotion; emotion makes people move.
• Qualify buyers by seeking need.
• Understand decision criteria and conduct an investment analysis.
• Do not pressure anyone, this frustrates and leads to poor customer service.
• Look to build brand recognition and gain sales by referral and testimonial.
• Have high regard for your prospective buyer.
• Create a high regard for yourself.
• Seek first to understand and then seek to be understood as retold by the famous Dr. Steven Covey.
• Look beyond the sale not merely what’s in front of you.
• Believe in your product.
• Believe in yourself.
Have a blessed New Year and make your 2008 sales year GREAT!
Drew Stevens PhD assists organizations to dramatically accelerate business growth. Drew is the author of six books including Split Second Selling and Split Second Customer Service and is a contributing author to SalesCrossing, CustomerServiceCrossing and the Abundance Network. To discover how Dr. Stevens can assist your organization contact him at 877-391-6821.
Upon meeting with Milt our presentation Host, we consumed breakfast and proceeded to our presentation. Such included a walking tour of a neighboring facility featuring similar accoutrements as our present timeshare. Milt requested for us to maintain an open mind he tried to qualify our need for a new timeshare. We implored that we were only on tour and that there was no need and more importantly no money for investment. He agreed not to push, unfortunately this proved to be an outright lie.
The 90 minutes turned out to be 130. Milt returned us to an expansive room overlooking the Caribbean with over 75 vulture lurking for meat. Over 75 sales professionals sought fresh blood to close new timeshare business. Imagine homeless people looking into your dining room during Thanksgiving; we needed to tiptoe amongst the saliva.
He concluded with asking for an order, we negated. He indicated that he would check us out and return us to our hotel. He abruptly left to introduce us to his manager; this would verify our negation. However, Carlos tried to close us to. We negated him. He sent over Thomas who also tried to sell us on property. This continued for another 90 minutes and five other salesmen!
Sitting there reminded me of such high pressure tactics that continue to exist in industry. Such bogus and high pressure selling is not only bogus but untrustworthy and ridiculous. As I viewed the room of vultures and unanticipating prey, I also took note of the countless individuals and families not signing agreements. No was the predominant word of the day.
The learning lesson is simple; if you are a selling professional ensure you do not succumb to high pressure, lowly methods. Today’s environment requires honesty, sincerity and submission for client value. Milt did not approach this from value but rather the return to his wallet.
As you begin the New Year remember the following:
• Selling is about emotion; emotion makes people move.
• Qualify buyers by seeking need.
• Understand decision criteria and conduct an investment analysis.
• Do not pressure anyone, this frustrates and leads to poor customer service.
• Look to build brand recognition and gain sales by referral and testimonial.
• Have high regard for your prospective buyer.
• Create a high regard for yourself.
• Seek first to understand and then seek to be understood as retold by the famous Dr. Steven Covey.
• Look beyond the sale not merely what’s in front of you.
• Believe in your product.
• Believe in yourself.
Have a blessed New Year and make your 2008 sales year GREAT!
Drew Stevens PhD assists organizations to dramatically accelerate business growth. Drew is the author of six books including Split Second Selling and Split Second Customer Service and is a contributing author to SalesCrossing, CustomerServiceCrossing and the Abundance Network. To discover how Dr. Stevens can assist your organization contact him at 877-391-6821.
Post a Comment
