- The Fact Find
- Looking for the Hot spot
- The Sales Presentation
- Pre-Closing
- Closing
- Memorable Closing techniques
The Fact Find
As mentioned earlier with only a clipboard in your possession, this should contain your survey sheet or should I say your fact finder
This is a very important tool to have in your itinerary planner, using a fact finder paper sheet as a memorandum for your personal use so that you can recall all the information given to you when closing, as the prospect barrier comes down they will open up some very important clues on how you are going to close them at the end of the sales presentation.
A fact-finding sheet would consist of the following:
The heading should read Survey for …….. (Whatever the product or service you’re selling) Remember this fact find is only a closing guide and should not be presented as a questionnaire. Use the fact find in a conversational mode.
Name:
Address:
Post Code/Zip
Telephone:
How long at this address?
Are you thinking of moving?
How do you get on with neighbours?
How did we contact you, or did you contact us?
What did they say?
I would also pencil in the following just as a memo for my compass
Company presentation
Presenter
Product
Show home/ Special Offers
Comments
12-month price
Offer Price
Left price
Using this fact find sheet guise for a survey sheet is imperative that you use this discreetly. It must not be used as a questionnaire form, but only as a note-making exercise. I would say to the prospect, “I hope you don’t mind me taking some notes for my own personal use, just in case I forget something?” Surprisingly, the prospect doesn’t mind at all, and would often say “By all means”
Talking in a conversational manner I follow the list and explain and remind them of my first name Clive “I hope you don’t mind, but I was given your name and information over the phone and the exact details weren’t very clear, can I take your details again? What is your full name? (After taking their name, I would ask “I hope you don’t mind me calling you by your first name” (Creating rapport) Only with professional people would I call them by their sir name.
Getting them to talk and open up whilst repeating your name is important, as most people tend to forget it unless you have a name badge around your neck. Also, you’re getting them to talk opening-up
Ascertaining their first names, address, and postcode, telephone number including mobile numbers, I would casually ask them “How long have they lived here, and what made them move here in the first place?” This could be a very good closing tool later on in the presentation.
Following on I would say “It seems a lovely place to live, are you looking to move at all in the near future?” (I would respond depending on their answer, if they are looking to move I would suggest that anything they do now or in the future would increase the value of their home if they decide to sell, (closing the door on any excuse not to purchase)
My next casual question: How do you get on with neighbours? Explaining that because of our expert work/service, we often get a lot of recommendations after. (Planting, a suggestion for later)
The next leading question will give me the clue to their hot button and the reason why they may buy from me.
“How did we contact you or did you contact our company directly” (Knowing the answer beforehand, I would start by saying most of our business is done by recommendations are you a recommendation or did we contact you?) Most direct sales are either canvassed on the door or set up by a telephone call, so knowing this beforehand I would then reply “OK and what did they say to you?”
Listening carefully and making a note, they will remember what was said to them to convince them to make the appointment. This is the key to the sale; the hot button; the reason they will buy. Most canvassers would talk about a lot of information regarding the product or the service to get the appointment, you will need to tune into this answer. Some may say for example “It was a 12-month free quotation” or “They will buy back my old product” whatever the reason, most possibly this is the answer to the closing of the sale.
After breaking the ice with the fact find and as soon as I finish I say to the prospect “Thanks for the information, and now I am just going out to my car to fetch my samples/product for you to look at,” with a cheeky grin and smile I say “I won’t be a minute would love a cup of tea or coffee” or “Can I hear the Kettle on”. Getting the prospect to make a drink is good empathy and programming the prospect into giving you something.
One sales company I worked for thought that this part of building rapport was so important that they encouraged the salesman to bring along a cake and present it to the prospect, asking to pair it up with a cup of tea/coffee. Saying that it was like breaking the bread with the customer and relaxing them, unfortunately, the Office of fair trading took exception and discourage the company saying “It was bribing the customer and against the law”. However, I still carry a packet of biscuits in my pocket, just in case I use this ploy to break the ice and get a cupper.
The Sales Presentation
Subsequent to carrying the samples of the products into the home I invariable spread the products and paperwork around the room so creating a control of the selling space.
If there are children present I always carry a colouring book and crayons in my briefcase which I would offer to keep them occupied, consequently I do not lose control of the selling presentation.
A very important question needs to be made before the presentation begins; in a conversational manner, I always ask if they are OK for twenty minutes or more and if they have plans to go out soon. Asking; if they are expecting any visitors too, as when presenting the products and service you will need to be in control of the situation. If the prospect tells you that they are going out or have visitors coming I make some excuse and apologise saying I have another appointment to see then I rearrange when both Mr and Mrs are present and they have time to go through the very important presentation.
I never ever start a presentation without both Mr and Mrs being present even if they say it is OK as they can make the decision. You can bet your bottom dollar they will always say I need to speak to my other half or partner before making a decision.
In my early days of selling, I would fall into the trap of pitching the presentation in front of just the Mr or Mrs of the household. Sometimes the Mrs was in the kitchen or the Mr was in the garden, being fobbed off saying the partner would make the decision and often the answer when asking for the order was always; I will have to speak to my other half. Getting very concerned about this problem, I asked an experienced salesman from the company to join me on an appointment. He taught me something that day that stuck with me evermore; “make sure the partner is present when presenting the product and price at all costs” he said. On this occasion, the Mrs of the household did not show any response to our presentation and would not join us or the Mr in the room, out of the blue this experienced salesman astonished me and went on all fours, hands, and knees and crawled around the house begging the Mrs to come a see the presentation. To keep a straight face for me, was very hard under the circumstances, nevertheless, the salesman did manage to get Mrs in front of us for the presentation, and low and behold we manage to sell. But to cap all that we needed a deposit with the order before we left, saying she had no money except the savings jar, banking £150 in coins is not an easy job the next day, however, the paycheck at the end of the day was worth the effort. I wouldn’t recommend any salesman to go to these extremes yet it is vitally important that both parties are present.
Also, vitally important that there is no outside influence that could spoil any close at the end of the presentation, for example, I would ask if they are in a position to give me an answer should they decide to make an order today, or would they have to speak to a son, daughter or solicitor.
The presentations of your products or service are very important for building the prospect’s desire to buy. And the prospect’s desire to buy is based upon the benefits to him/her. I was always taught to sell the sizzle and not the sausage, in other words, sell the benefits of the products and services rather than the mechanics or nuts and bolts.
Explaining how the new product would save them money, maintenance free, security, adding value etc. Most car salesmen use the premise of selling the colour and the design to a woman and under the bonnet the engine to the man. Although I agree with this principle I would mostly sell the benefits to both parties
In the beginning; presenting your company to the prospect is paramount in gaining faith and confidence and assuring the prospect that should they purchase in the knowledge that the company will provide the best service possible. I do not like to slander or talk about other companies in a bad light, even if the prospect brings the subject up. (This is a mistake a lot of salespeople make in agreeing with the prospect’s slander of another company, thinking that the prospect will like them for it. Subconsciously they would also think the salesperson is a double agent and would agree just for the sake of it)
Using a product presenter is an invaluable visual aid, showing colours, designs, diagrams, and photos, using the presenter in the correct manner from start to finish builds a visual picture for the prospect’s desire. Adding perhaps some humour and a story; certainly drives home the importance of the products and services that you’re offering.
I invariable always build my own presenter of the company, the products, the service, photos, and charts such as finance, savings etc, and put them together in such a way that the prospect can understand easily. Nothing can be more annoying and a complete waste of time than when you lose the prospect in unrelated jargon and mixed account of the products and service. Using a story relating to each section is important as the conscious relays this to the subconscious mind to help remember certain important aspects of the merchandise and service. Repeating myself a few times on certain features I want them to remember always helps the prospect recollect as they build their yearning for the product and service.
An important part of the presentation is to price condition the product or service to the prospect, so they have an idea before you present the cost in the final close, you don’t want to give them a surprise plus they build a price in their mind. For example, when I present a window demonstration I will break down the cost of the glass, locking system, frame, handles, fitting cost, etc, and inflate the total charge of such a wonderful product, importantly making sure that the prospect agrees that the product is worth the price.
Getting the prospect to engage in the presentation is also very important as they listen, feel, and smell the product. I often deliberately stutter my words and use half sentences just so the prospect engages themselves thinking they are helping me. This is a trick I learned by mistake early on in my sales career as a young man I seemed nervous on a particular sales presentation and I stumbled over my words, remembering the prospect helping me as if they were selling themselves the product, I used that ploy many times afterward with great success.
Using the principle of the prospect’s five senses attuning with any suggestion given to them I will always try and engage the prospect using the philosophy that the subconscious mind of the prospect will affix itself to their prominent desire already set in their mindset.
For example; I would show colour details of the product or service and paint a picture in their mind so they would visualize owning the merchandise, I would let them feel the product as a tangible item, let them smell any aroma, and would talk in a precise logical manner so they understand, even repeating myself time and time again so that I am sure they have absorbed the information.
It is vitally important to get the prospect to join in with the presentation for example: when measuring ask them to hold one end, (subconsciously getting involved in the process visualising themselves owning the product) and get them to choose a design or plant the suggestion, hitherto let them believe it is their decision. Only when the prospect has chosen the products, design, colours, size etc can you go to the next stage of closing?
Pre-Closing
The secret of closing a sale is to overcome any foreseeable objection by answering the objection before it arrives.
My analogy of closing a sale is like walking down a long passageway with a room at the end with a pot of gold. Along the passageway are open doors from which a prospect can escape. Anticipating the prospect and closing the doors along the way so they cannot escape will eventually enable you to pick up that pot of gold.
Closing actually starts from the minute you walk through the door, starting with a smile and a glowing kind compliment along with the steady building of rapport during the conversational warm up, furthermore the product presentation and then the important closing of the sale and then the consolidation.
It is vitally important in closing that you remember the golden rules that you have one shot at this or you die! You have to get a Yes or a No regardless of the outcome remembering that the prospect has your wages in his/her back pocket and you have to lever it from them.
(It is vital that you get a yes or no response. If a prospect says they will think about it, then you have lost the sale.)
When the prospect has chosen the products, design, colours, size, etc making sure that they are happy and content before you go to the next stage of closing, my next ploy to price up, and to be accurate I would often ask for a second cuppa hence giving me the time to calculate. Pricing the product at full selling cost is important allowing manoeuvring if needed after presenting the full asking price. When I say full price it is the immoderate price that the company would be very happy to encompass.
Before I give the prospect the price I use the sales sandwich, (A sandwich consists of two pieces of bread with assorted fillings between) in other words reiterate exactly what they are getting and especially the benefits. (Sell the sizzle, not the meat) (To give the price outright without building the sandwich and desire up again is a salesman no-no.) Having already built their desire to purchase, it is natural that the desire has diminished by the time you reach the final asking price. During the whole construction of the presentation, many emotions are felt by the prospect; from highs to lows, the lows are when they conceivably are thinking about the cost and theu question if they really want the product or service. The highs are when they desire the merchandise exactly like a waveform with its peaks and troughs; you must present the price at its highest peak .
Closing
Using the sandwich scenario just before offering the price I would ask my prospect “How much do you think all this will cost?” Remembering when I price conditioned the prospect during the presentation the prospect should give you an educated guess. On some occasions the prospect may have a price in mind due to their own market research. I know when I am on a winner when the prospect gives me a price well above the asking cost, knowing this my first closing gambit presenting the price I would suck in some air, pause look upwards a moment and then look them in their eyes and say “Have we a deal if I can get the product at around that price” Holding my hand out to seal the deal. Presenting the price to the prospect asking “when is the most convenient time for the surveyor or the fitter to come; Morning or afternoon?” This is cementing the deal and a principal question for the close!
Take it for granted close
Depending on the feedback from the prospect during my presentation often I would just take it for granted that the prospect was going to buy and I would simply fill in the order form after finishing the presentation asking them to sign where I pointed my pen on the dotted line. This closing gambit hits them without them realising or thinking about a yes or no, this close comes with experience yet worth a shot as you can always come back on track by saying “Sorry I just took it for a yes as you looked as if you’re happy to go ahead”. And carry on.
Hold the price
Whenever the prospect reacts by saying “That was more than I was prepared to pay, can you do a better price?” I will try my best to secure the price by saying I would rather defend the price now than having to apologise years after. Needless to say whenever the price becomes important to the prospect and as long as you can justify the price drop then you have a deal.
It is an unwritten rule that a salesperson has to ask for the order at least seven times before the unthinkable DNS (demo no sale). Preceding this scenario if I still get a negative and those immortal words “I want to think about it” my usual retort is “Ok Mr Prospect I understand this important question and I hope you don’t mind me asking, what exactly do you need to think about?” At this stage whatever the prospect answer is I don’t believe them as 99 out of 100 times it boils down to not selling the benefits enough for them to part with their money. Therefore the price becomes important and this is where the real closing comes into effect.
Asking the prospect a few questions looking them straight in the eyes I reply “Ok Mr Mrs Prospect you’re happy with the product? (Wait for a yes.) And you’re happy about the design? (Wait for a yes.) You’re happy with the company and the assurances they give? And your happy with me I haven’t upset you in any way? (Wait for answer) Nothing else you want to change or concerned about? (Wait for reply as they may give you the real reason why they won’t place an order today) “Ok Mr Mrs Prospect is it fair to say that if the cost was not a problem you would go ahead and place an order today?” Therefore I suspect it may be the price! “Ok Mr Mrs Prospect I can’t promise but if I could get a better price would you give me a yes or no today? Explaining that time is money and it would personally cost me money if I had to come back at a later day. Offering them finance at this stage is worth another strategy
Even still at this stage the prospect keeping the barriers up and may say “I never make a decision on the day”
As an entertaining quip back to them I will say “But Mr Prospect you just made one” getting them to join in the joke is important at this stage as you don’t want to upset any rapport that you have so carefully built over the last hour or two.
This is where the important fact find sheet now comes into play.
(This close apply to most home improvement products and services)
“Ok Mr Prospect I have given you the price (The higher price) of which the company as I promised will hold onto for the next 6-12 months so that if you decide at a later date you can come back to us bearing in mind, that things go up in price and never down.
The next closing gambit
To the prospect: “I just need to make a quick call back to the office so that I can log the price in with my manager”.
(At this stage the prospect will relax and lower his/her barrier down)
Phone Close: Office manager: “Hello Mr Manager thanks for talking to me I know you are busy today;
(Speaking aloud so that the prospects can hear you) just a quick call to let you know that I am with Mr / Mrs. Prospect at (Address & Postcode) A nice couple (or Mr Mrs) I have been here for two hours or more and really getting on like a house on fire, in fact I have had a couple of cups of tea/coffee from them and they tell me that they have lived here for twenty years and not looking to move (Referring to the fact find sheet) They get on well with the neighbours, and live on a main road. Close to the shops and school nearby, and the main reason why I’m calling you is to log in with the 12-month price so that we can hold onto it. However, I am sure if they had our products we could get back lots of referrals, they do love the products and would dearly like to have them fitted, they like the company and the assurances, they have designed and chosen the products and I am about to leave them the price (Quoting the Full Price) However, I believe the reason why they are not giving me the order today is the price (Or any other excuse they have given) Is there anything special we can do for them today?”
The Sales manager would reply: (Very important to quantify any drop in price) “Ok Clive Mr Salesman would they consider having a board in the garden for sales purposes, and we take before and after pictures for our portfolio and perhaps a letter of recommendation after the job has been completed, if they would then we can give them a special price. Listening to I would exaggerate by saying you would, great, fantastic,” (The price already worked out i.e. 20% – 40% off normal cost) “Ok Mr Manager I will just have a chat with them and let you know the outcome.”
“Well Mr. Mrs Prospect You may have listened to me speaking to my manager, and he has agreed to do something special for you today if you could agree to display a sales board outside your home while we are working here and perhaps leave it there for a week afterwards also after the completion of the work as long as your happy then a letter of recommendation. And perhaps we could send prospective customers to view our work and for any recommendations we would give you a small commission?”
I would explain that the company has an advertising budget that they must spend each month and that there is no better advertising than recommendations, and by placing the advertising board in the garden the company will pay you for the privilege hence the price difference (Price drop) (Looking the prospect in the eye and ask for the order at the reduced price, then keeping quiet not saying a word until they speak first)
I love it when the Mr turns to the Mrs and ask “what do you think dear?” I know then I have sold the product I quickly get my order form out and start filling it out asking again for their full name and address. Using this close has secured me many sales throughout my career not forgetting the psychology of getting the rapport of the customer through subconscious thinking, below the conscious mind of thinking.
Last Closing gambit
However, if I am not successful at this closing gambit I have one more close up my sleeve, the prospect may say thanks but no thanks giving me a feeble reason not to place the order. I will say “thank you Mr Mrs prospect I hope you may consider our company and products for the future” I will then pack my demonstration kit, gather my paperwork up hence the prospects barriers are now coming down again.
As a last gasp gambit I will say to Mr Prospect “I will just telephone the office one more time to say that you’re not going ahead today if that is ok?” “Hello Mr Manager Clive here Mr Mrs Prospect has decided not to go ahead today saying (the reason; i.e. no money, too expensive, after the summer holidays etc blah blah..)”. The office manager would reply “That’s a pity Clive I have just been informed of a cancellation and I would like to offer Mr Mrs Prospect a special one off trade price” The manager would then tell me the rock bottom price, in reply I would hold my hand over the phone in a secret gesture and say in a quite low sounding voice almost at a whisper “Mr Mrs Prospect my manager has an offer you can’t refuse he has just told me of a cancellation in the area and if you could help us as we need to keep the workforce busy as they need to get paid, having paid them already for the job by the company. If you could help fill in the date then he would offer you the special trade price of £…… (This price would be well below any other price offered before) but it has to be a Yes or No Mr Mrs Prospect as this special trade price will be offered to someone else waiting on the other end of the managers phone, wait for the reply. Still holding the phone the prospect has to answer Yes or no. (If you don’t get an order at this point then there is some other underlying problem why they will not give you the order)
Using this last gasp gambit has a two in one closing rate, however the commissions are usually greatly reduced, nevertheless it is a sale and could go towards you overall sales figures for the month, possibly going towards an accumulative sales bonus.
Consolidation
The Consolidation of the sale is vital so that the prospect does not cancel the order when you leave the home. Canceling a sale is a salesman’s nightmare when you consider the time and effort put into the sale. The time in driving to the home, the time and energy into building the rapport, the paperwork, the closing, and so on. Making a sale effectively and making sure it will stick and not cancel is so important for your well-being and the continuity of the company including the office staff, The sales manager, the canvassers, the fitters, and your wage packet at the end of the month. Taking your time to talk to the buying customer and reassuring them they have made the right decision and at the best possible price is the key to consolidating the sale, knowing that they will not cancel when you have left the house or canceling before the seven days cooling off period has elapsed.
Any outside influence should have been eliminated well into the first part of your presentation, however on some rare occasions an outside influence will intervene, usually a member of the family or worst still another competitor, there is really nothing you can do on these occasions. Nevertheless, you must consolidate as strongly as you made the sale in the first place. Going through the process and procedure of receiving and having the product or service installed, usually is a good strategy to consolidate the sale, also asking the prospect if they have any concerns or questions that perhaps they are thinking about which may jeopardize the transaction. It is best that they tell you now so that you can alleviate any worries or concerns at this early stage. Whenever I suspect a prospect is wavering from the transaction I will stay as long as needed to reassure them that they are making the right decision, alas the time spent consolidating is time well spent stopping them from canceling thus eliminating any reduction of your wage packet.
There is a tactic that I often use when I need a strong consolidation; if the customer asks “if or how long have they got before they can cancel the order” I will on these occasions hold the sales invoice up in front of the customer and say “Mr Mrs Prospect I would rather not take your order if you are thinking of canceling now when I leave you, or at a later stage, as not only will it be a waste of my time and the companies time but also yours” (Holding the sales invoice I will give a demonstration to tear the paper in half) On many occasions the customer has said “No I was just asking you don’t need to tear it up” I will consolidate by asking the reasons why they thought of asking and answer them to my best ability. (Using this strategy could be called a gamble however at this late stage it is surely better to have a committed customer rather than a waste piece of paper)
There may be an occasion when consolidating has to be the closure of the sale. For example; sometimes getting the prospect to sign the order form without committing themselves totally is a ploy I use when the prospect asks “if they can have time to think about it”. I would always ask the reason for this and often the answer invariable is “I never commit on the day” or some other obscure reason. I will say to the prospect “It would be a pity if you lost out on this special offer price today, however, if you sign today I can hold the price and by law, you have seven days to cancel so this could be your assessment period” (I agree this cancellation close is not the best closing strategy to use nevertheless you have given the prospect the opportunity to buy without totally committing themselves and for some prospects, this is the only way to get them to commit.) Consolidation is now very important and using the strategy of them owning the product or service, getting them to visualize the effect and the benefits is critically important so they do not cancel.
Consolidation is the key to a successful transaction, the closing of the sale is merely a stage where the consolidation is the final close.
As my first sales manager taught and told me I am saying to you: Consolidate, consolidate, and consolidate!!!!
Some of my memorable closes
During my sales career, I have encountered many different scenarios including triumphs and disappointments, earning some amazing pay checks while not earning a single penny other times. However, the law of the average will always be on the side of a first-class salesman along with the rewards that can be incredibly gratifying.
I am a firm believer in PMA (positive mental attitude) and having the correct positive mental attitude towards the final outcome will endure you throughout trials and tribulations. The aspect of the rule of average is based upon mathematics, for every no sale there is always going to be a sale, and using this philosophy has helped me during my career.
When I switched jobs from an intangible product (insurance) to a tangible product (Double Glazing) My new sales manager was a wily old fox, having experience in his field he knew that a new sales agent would live or die on his first sales presentation. Sending me on what we call in the trade a “lead” he exclaimed, “You only have to turn up to this lead and fill out an order form and bring it back to the office”. Thinking this new job was easy I endeavored to make my way to the prospect’s address. Upon arriving I went through the selling cycle including my sales presentation, as expected I simply filled in the order form, and smarting with accomplishment I drove back to the sales office. Arriving at the sales office I presented the order form to the desk. In astonishment, the sales clerk announced; “Great result Clive we thought that was going to be a DNS” (demonstration no sale).
In fact, the sales manager led me to believe that it was a foregone conclusion that all I needed to do is turn up and the order was mine. Little did I know the sales manager had said this to every salesperson he sent on a lead. Analyzing this; I thought if he said that the lead was a little uncertain I probably wouldn’t have taken the order knowing that the prospect was going to be hard to sell too. As it turned out the prospect was perhaps one of the easiest sales I had ever completed as I never had any preconceived ideas about whether they were not going to buy. That was a lesson I kept for the rest of my sales career: Never have any preconceived idea whether the prospect is going to give you an order or not.
Remembering this, on one occasion I arrived at a council estate in the back of beyond, as I drove down this downtrodden street I thought no chance of a sale here, as I was purveying a product that was a high ticket item, an adjustable bed valued over £4,000 how on earth could anyone in this neighbourhood afford such an item. Meeting a young man whose home was in a poor state and announcing he wasn’t working, I carried on with my presentation regardless. After going through my warm-up and fact-finding using the sales circle in addition just before the presentation in a half-hardy way, I discovered the prospect had in fact inherited a substantial amount of money, consequently, the money was no object I duly closed and was rewarded with a £1000 commission check, not bad for an hours work.
When I think back at some of the sales successes I achieved, I sometimes become embarrassed, just like the time I met some prospects that only just immigrated to this country from South Africa. Both Mr and Mrs were a nice friendly couple and during my warm-up and fact find they were telling me about their situation back home in South Africa, acting astonished about their circumstances and the reason they came to the United Kingdom I built a very good rapport and they revealed to me that they loved this country but the worse thing about the UK was the cold weather. Telling me that back home they would sit under the canopy of a shaded tree sipping red wine in a balmy climate, and that is what they missed mostly. The sales lead sheet said they could be interested in some double glazing, however, using their burning desire I sold them the idea of building a conservatory as an extension to the house, as well as the full house double glazing. Emulation and planting the idea that a large conservatory adjoined to the house would create the same conditions and possibly the atmosphere with underground heating and tropical plants strategically placed looking up through the clear glass roof at the stars, getting them to visualise sipping a glass of red wine, whilst in mid-winter outside. I sold them the dream and ended up not just a full house of windows but also a large conservatory worth over £40,000 and a nice paycheck. As an added bonus I sold them finance and had an extra commission for that too.
As part of my presentation, I often ask my prospects for recommendations as a way of setting up the close, offering my prospect the opportunity to make some extra money or a bigger discount on their purchase. Sending me on a moderate lead for just a three-window replacement one day, I arrived in a small cul-de-sac, and with no passing traffic I emphasized my closing on recommendations. If the prospect could give me just one recommendation I promised I would give them a discount price, building such a good rapport I asked the question; Within a few minutes the prospect was on the phone with his daughter and some friends, behold I was given two immediate leads to go on. You could imagine the sales managers’ face when I arrived with not just a three window order but an extra two full house orders totaling over £22,000 and a nice bonus paycheck at the end of the week.
During my time with a telephone system company, I was lucky enough to have met someone who knew someone that was just setting up a new business. (I firmly believe that we make our own luck in life) A good salesman should always be on the lookout for business and this was no exception when I bumped into an old friend. I told him what I was doing those days he kindly gave me the address of his friend who was setting up an engineering company, who incidentally was looking out for a telephone system. I have mentioned before in the course, referrals and especially if the recommendation has common ground such as both knowing a friend. Well making this sale was as easy as printing money, with a sales order of over £45k it helped me enormously to reach salesman of the month and another big paycheck.
Perhaps sometimes I felt guilty when I worked for an adjustable bed company selling a product that was very expensive to the normal householder as the beds ranged between £4,000 and £5,000 each. Using the diplomacy of bringing a cake to the prospect’s home and greeting them by saying “I hope you don’t mind me buying this for you as the telesales told me you sounded a lovely person on the phone.” As most of these prospects were elderly and had shown interest in the product due to some ailment, we as salesmen had to use some clever strategies. Most times greeted with a big smile we manage to get a very important quick rapport and this was important, especially when part of the presentation involved persuading them to climb the stairs and to lie on their normal beds. Propping up the prospect with cushions emulating an adjustable bed, using the fact find sheet explaining the health benefits of owning an adjustable bed appertaining to their particular ailment, we would tell the prospect of horrible health cases of people who neglected their sleep.
Closing the prospect seemed very easy when you are massaging their neck and shoulders, with a hand vibration unit, waiting for their eyes to roll backward in delight and at the same time asking for their order. Perhaps not ethical in these days of legislation, nevertheless, I did set a record within this national company of selling 7 beds in a row. As a salesperson, you have to do what you can sometimes to get that order, trust me I’m a salesman.
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