Don Alm
January 7, 2007, 09:05 PM
For the "99 percent" of viewers here who have never "sold" anything BUT, who might have to or want to....at some point in their lives....I'd like to tell you about 2 techniques I've used to close most of my sales.
Ankesh's Newsletter today, reminded me of this. Ankesh relates a Sales Technique taught by the great "Elmer Wheeler" (of "Sell the Sizzle, Not the Steak" fame) An author who was my first "Sales Mentor".
Elmer tells how a Waiter boosted the Tabs of his customers (and thereby his Tips) by....instead of asking; "Would you folks care for any wine this evening?" (which gives diners a choice between "something" and "nothing"... and they often choose "nothing")...he'd say;
"Would you folks like Red or White Wine with your meal""
Now, do you see the difference? This gives diners a choice between "something" and "something else". "Nothing" is NOT a choice! Granted, the waiter will still get diners who say, "No Wine for me!" HOWEVER, a far greater percentage of diners WILL opt for one of the 2 choices presented....thereby upping the Tabs...and...upping the Tips.
When my son got a job as a waiter in a Mexican Restaurant, during his college days. The reason why I KNEW he would find a career in "Sales" and SUCCEED with it, he told me the restaurant had "Super Margaritas" and instead of asking diners, "Would you care for a Margarita?" (Which most other waitpersons asked and the response was mediocre)....he said, "Would you like a Regular Margarita or our Specialty "SUPER Margarita"?
Simple offering a choice between "something and something" he upped his Tabs considerably AND his Tips. (Super Margaritas added $4 to the tab)
I call this technique, "The WHICH-PITCH!"
I ALWAYS give my prospects a CHOICE between "something" and "something else". I never offer a choice of "nothing". Too often the prospects will choose "nothing".
Also...within THIS technique is another "Sales Technique" called, "ASSUME THE SALE!"
"ASSUME" they will be ordering "A" Margarita!
I give my prospects a choice AND...immediately begin "Writing Up The Order" by writing in my prospects name. Granted...sometimes MY prospects say, "Hey! I never said I was going ahead with this!"
I'd then stop writing...ask my prospect what the "problem" is....answer the objection and continue writing.
Works for me!
So....when "selling ANYTHING"....remember to "Give Them A CHOICE between "Something" and "Something Else".
Thanks for reading...class dismissed,
Don Alm....SalesMan Personified
Some of my Unique Business Programs
Ankesh's Newsletter today, reminded me of this. Ankesh relates a Sales Technique taught by the great "Elmer Wheeler" (of "Sell the Sizzle, Not the Steak" fame) An author who was my first "Sales Mentor".
Elmer tells how a Waiter boosted the Tabs of his customers (and thereby his Tips) by....instead of asking; "Would you folks care for any wine this evening?" (which gives diners a choice between "something" and "nothing"... and they often choose "nothing")...he'd say;
"Would you folks like Red or White Wine with your meal""
Now, do you see the difference? This gives diners a choice between "something" and "something else". "Nothing" is NOT a choice! Granted, the waiter will still get diners who say, "No Wine for me!" HOWEVER, a far greater percentage of diners WILL opt for one of the 2 choices presented....thereby upping the Tabs...and...upping the Tips.
When my son got a job as a waiter in a Mexican Restaurant, during his college days. The reason why I KNEW he would find a career in "Sales" and SUCCEED with it, he told me the restaurant had "Super Margaritas" and instead of asking diners, "Would you care for a Margarita?" (Which most other waitpersons asked and the response was mediocre)....he said, "Would you like a Regular Margarita or our Specialty "SUPER Margarita"?
Simple offering a choice between "something and something" he upped his Tabs considerably AND his Tips. (Super Margaritas added $4 to the tab)
I call this technique, "The WHICH-PITCH!"
I ALWAYS give my prospects a CHOICE between "something" and "something else". I never offer a choice of "nothing". Too often the prospects will choose "nothing".
Also...within THIS technique is another "Sales Technique" called, "ASSUME THE SALE!"
"ASSUME" they will be ordering "A" Margarita!
I give my prospects a choice AND...immediately begin "Writing Up The Order" by writing in my prospects name. Granted...sometimes MY prospects say, "Hey! I never said I was going ahead with this!"
I'd then stop writing...ask my prospect what the "problem" is....answer the objection and continue writing.
Works for me!
So....when "selling ANYTHING"....remember to "Give Them A CHOICE between "Something" and "Something Else".
Thanks for reading...class dismissed,
Don Alm....SalesMan Personified
Some of my Unique Business Programs