Wouldn't it be nice, that instead of hearing "you've done a good job" the clients told you,
"You did not sell me, your pitch was boring, you did not listen and you talked too much about yourself!"
What gives you the better feed back?
You will find someone starts new in the industry and all they hear is what a good job they did? 10 tours of that is not going to make them a better Sales Professional. They go home to their partner, "well I did not sell, but they said I did a good job."
"YOU'VE DONE A GOOD JOB"
Does not pay the mortgage,
Does not take the wife or husband out for dinner,
Does not by the kids Christmas presents,
SALES ON THE DAY DO............FACT!!!!
How do you stop hearing "You've done a good job"?
Say to them in your own words:
"That's nice to hear John and Mary, thank you, but I feel I have not done a good job, as this fits you and your family perfectly, yet you are not joining today. So how I can improve my presentation for next time, what should i have done?"
In most cases, the client will say you did nothing wrong, you explained everything perfectly, "it's just that we never make a decision on the day"
The only answer to that is NOT SOLD...............FACT!!!!
Timeshare is a today business. If your mind keeps hearing You did a good job, when you have no sales, it will not know what to do to improve. After your tour, repeat to yourself that you were not good enough, you did not sell them. This will cause your mind to work harder for you and dig deeper. The top Sales Professionals hear yes or no, their presentation is so sharp, with a great intent statement, all doors closed, that it always comes down to the money and a Yes or No, the clients would not even dare say "you've done a good job".
Tour Guides do a good job. Sales Profesionals get it down to the money...........FACT!!!!!!!
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1 comments:
Timing is important. Someone said "The client is buying when they are ready to buy, not when you are ready to sell." So keep improving one's own skills and do following up. :)
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