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Signtronix signs for sale11/4/2022 ![]() ![]() I’ve spent in this business is that if we are doing everything right we will lite-up at least 1 out of every 2 business owners we talk to. By the way, what I’ve found over the 30 yrs. If you close an average of 1 out of every 5, you will continue to close 1 out of every 5 (it just doesn’t necessarily happen every fifth presentation) as long as your approach (attitude), activity and program remain the same. 350 over time as long as they don’t change their approach or their thinking. It doesn’t matter if they start out hitting. The “law of averages” is a wonderful thing as long as we understand it.Ī. The elephant starts to think for itself and move in the wrong direction when the number of lite-ups without sales starts to add up. Logically, we know that proper activity combined with the proper program produce fantastic results. Imagine the rider as our voice of reason and the elephant as the impulses and emotions that threaten to overtake our dealers and ourselves in the field. As soon as the elephant and rider disagree about which direction to go, the rider will lose. Perched atop a lumbering elephant, the tiny rider only has precarious control. Taking Control Of The Inner Elephant By Rick Rossetti “Our goal is to help every dealer grow and prosper and to have fun doing it.” ~Tom Johnson When or if the customer thinks about cancellation, he or she is saying to himself that he doesn’t have confidence in his products/services or confidence in himself. The customer will continually LINK his pride in his products or service and his ability to have confidence in himself and his buying decision….thus ANCHORING his buying decision to GOOD FEELINGS. When you ask these post sale questions, it gives you the opportunity to SOLIDIFY the order. Let me go over that again….”īring the customer’s objection or problem to closure then…”Does that make you feel more comfortable? SUPER….John, is everything else in line? GREAT! Since I do this for a living….” Maybe I didn’t cover that point thoroughly enough. Others have FELT the SAME way you FEEL now….but what they FOUND is….” ![]() If the customer is not comfortable with some aspect of the sale, address the issue now while you are there. I look forward to hearing a success story from you.” It is obvious to me YOU have both those qualities! Congratulations! (Put out hand – shake and smile.) You have made a wise decision. Number two is to do business with someone who has confidence in themselves and their own decisions. Number one is to do business with someone who takes pride in their products and services. “Great!!! Since I do this for a living, there are two things that are important to me. How comfortable are you with everything we discussed here today?” “John, before I leave….I’d like to ask you one more question. What if you could find a way to GREATLY reduce cancellations, build customer’s confidence in their decisions and ANCHOR their buying experience to a POSITIVE FEELING? Would you do it? YES! Great, let’s get started.Īfter the sale is made and just before you walk out the door…. The very BEST time to handle any problem or uneasy feeling the customer may have is while you are there, in front of the customer – hands on. Once a customer makes a decision to cancel the order it becomes very difficult, if not impossible to reverse their decision. ![]() One of the hardest things to repair in our business is a customer that changes their mind because he or she is uncomfortable with some aspect of the sale. YOU lose, YOUR CUSTOMER loses and the COMPANY loses. ![]() Cancellation….that dreaded word! Every one of us has been there and it’s no fun. ![]()
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