In the first of this multi-part series we will discuss the differences between those who sell on purpose (having an understanding of what they are doing), and those who sell on accident (merely show up for work and let things happen).
There is a huge difference in these two mindsets as we will discover in this series. Someone, or something is always in control. Those who Sell on Purpose understand that their actions produce results. The higher the quality of the action, the better the results. The more massive the action, the better the quantity of results.
Success is not an accident - It is a destination you run into at the end of effort.
In today’s market place, considering our floor traffic will probably not see any major increases for a while, there are only two things you can do to increase your income with your existing traffic.
A. Increase your closing ratio.
B. Increase your gross profit per deal.
Let’s look at a few of the differences between the doing things on purpose and on accident.
1. Sales people with Purpose have a dogged determination. Sales people who sell on accident however, lack the ability to see a deal through to its conclusion.
Every accomplishment starts with a decision to try. But simply being willing to try is not enough. Calvin Coolidge said, “Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan “press on” has solved and always will solve the problems of the human race”.
The RV industry is full of cliches but this is what “ABC - Always Be Closing” actually means. The reality is that you close until the customer has bought something or they have left the building. It is those who pursue the deal to its ultimate conclusion on a regular and consistent basis that will become and remain successful. Do you feel that Determination is a quality you or your dealership possesses?
2. Sales people with Purpose never give up, give in or surrender. Sales people who sell on accident quit the moment things get the slightest bit difficult or they come across an objection they don’t know how to overcome.
Winston Churchill said, “We shall defend our island, whatever the cost may be, we shall fight on the beaches, we shall fight on the landing grounds, we shall fight in the fields and in the streets, we shall fight in the hills; we shall never surrender.”
A limit on what you will do puts a limit on what you can do. When you feel like giving up, remember why you hold on for so long in the first place. Every deal should begin with the end in mind. It’s not just about making friends with our customers; it’s about closing deals and increasing your income. Understanding how to close deals comes from being trained and versed in how to overcome objections by offering the customer solutions. When all the objections are gone you have a deal.
Surrender many times in the RV business means we start throwing money at the deal. Sometimes a lot of it. We do this for the simple reason that we didn’t take the time outside with the customer to do the things necessary to build the value in our product, justify the price and develop urgency to close the deal today, or offer solutions to the customers challenges. Do you think the desire to never give up or surrender is a trait you or your dealership has?
Where do you think you can improve? Your comments are appreciated.
More on the differences between selling on purpose and selling on accident next time.
Now Go Sell Something.
Chuck Morgan
1-888-338-7355
PS The October 2009 live sales & management webinar training series is posted and starts Oct. 12.
Click here to see the schedule and to register.
Posted under rv sales, selling skills
This post was written by admin on October 5, 2009
i seriously needed sales training to sharpen my skills in selling online products..;.