Making The Sale...

[Dien Rice]

Originally Posted by Steve MacLellan

This is why some car lots and vacuum cleaner sales jobs are given to new recruits without any sales experience. They get excited about a two-day training workshop get tossed out the door and their enthusiasm makes them the sales.

After a little while, they start getting more comfortable with the business and their enthusiasm decreases. Their sales start decreasing. At this point they either need to learn HOW to sell, or they will be shoved out the door in favor of other new recruits coming along.

Some of these guys will "get it" but most won't. Those who can maintain the enthusiasm can transfer this feeling to the prospect and then move into the role of the assistant buyer, who naturally assumes the sales and then has the prospect making a commitment of some sort -- whether it is filling out the warranty card, or signing something.... At this point the prospect isn't really committed yet, but he feels he has made the buying decision even if he hasn't said he will "take it" yet.

Hi Steve,

Thanks for sharing that information... I didn't know about all that regarding "new recruits". Completely fascinating! (And this is all very important for business - since there's no business without a sale!)

Thanks for sharing it!

Best wishes,
Dien