Archive for September, 2016

Do You Bear Down or Bail Out?

Monday, September 26th, 2016


Nobody likes rejection, and nobody gets more of it than salespeople. Buying is an emotional decision, and a willing customer can cool off in a heartbeat. You are showing the product and your customer’s head is bobbing up and down like a doll in the back window of the car.  You know it’s going to be a sale. You and your customer are both smiling approvingly. You are thinking, “Oh boy, oh boy.” Then suddenly your customer’s smile goes away and you hear those dreaded words, “I need to think about it; I will be back. That “Oh boy” feeling fades away as your customer begins to walk away. What do you do now? Most people will either bear down and push for the sale, or bail out and hope that the customer will come back. Some do; Most don’t and you know it.


Which Way Will You Go?
The “Bear Down” salesperson says something like, “You know you love it, that’s a great price, you should get it now.” Some even suddenly drop the price thinking that will close the sale.

The “Bail Out” salesperson says something like, “Okay, here’s my card, please ask for me when you come back.” The customer smiles, agrees and heads for the door. You frown and feel depressed. One of these two scenarios plays out in luxury retail stores across the country every day. There must be a better way, and there is.


Put on Your Detective Hat
The wise salesperson stops selling at this point and becomes a concerned “detective” looking for the real reason the customer is not buying it. This salesperson says something like, “Okay, but maybe it’s just not the right piece, and if that’s the case, you shouldn’t get it. Let’s take another minute before you leave, and tell me, what is it about this piece that just MIGHT NOT be right?” Now simply shut up and continue looking at the piece. It’s the customer’s turn to talk and you will be surprised how many confessions you will get. You will hear things like, “Well to tell you the truth, it’s more than I was planning to spend.” Or, “It just doesn’t look right to me.” or “It’s actually too big” or “Too small.” These are “truths” that can be dealt with.


No Means, “No, Not Yet.”
There’s usually a real reason, and when you uncover the truth, chances are you can do something to resolve it and make the sale, if not that item, then another one. The truth will set you free; lies paralyze. If the customer say’s, “No, I just always like to think before buying” and that’s true the truth is that the customer really does need to think about it, help him or her do it while still in the store. Say, “Do you think it MIGHT BE the right piece?” If the answer is, “Yes” or “Maybe,” say, “Let’s be sure” and then go back over the features and benefits of the piece looking for what might be the hold up. If you cannot find a good reason to not buy it, then SELL IT! Say, “It looks like we have found the right item, is there anything we didn’t think about?” If there isn’t, then say, “Let’s do it now and you won’t have to come back.” This is where salespeople are separated from clerks and order takers. The key is doing it for the customer, not for you. The customer will have the product longer than you and the store will have the money. When that’s where your heart is, you and the customer both win.

Professionals and Amateurs

Wednesday, September 14th, 2016


Professionals and amateurs can be found in all walks of life; sports, business, law, medicine, the arts, and of course in sales.

Googling; I found that professionals have certain things in common:
Professionals maintain a high standard of ethics, behavior and work activities as either an employee or self-employed person.
Professionals put the interest of the client ahead of their own interests.
Professionals demonstrate a high level of work morale and motivation.
Professionals have interest and desire to do a job well while holding a positive attitude towards al aspects of the job at hand.
Professionals treat relationships with colleagues in the most respectful manner at all times.
Professionals subject themselves to strict codes of conduct enshrining rigorous ethical and moral obligations.

There are also some distinct differences between professionals and amateurs:

Professionals perform at a HIGHER LEVEL than amateurs do.
Professionals stand out; amateurs blend in.
Professionals know how and why they should do things; amateurs only know how.
Professionals work when they need to; amateurs when they feel like it.
Professionals go to work because they want to; amateurs because they have to.
Professionals start a new project as soon as they finish the current one; amateurs give themselves a well deserved a break as soon as they can.
Professionals take pride in their work; amateurs don’t really care.
Professionals don’t have time for endless tinkering; amateurs can tinker all day if allowed to.
Professionals judge their work by results; amateurs by their efforts.
Professionals make deadlines; amateurs avoid deadlines.
Professionals accept, even embrace criticism; amateurs become hostile when criticized.
Professionals think big; amateurs think small.
Professionals solve problems, amateurs make excuses.
Professionals visualize success; amateurs fear failure.
Professionals practice; amateurs don’t need to.
Professionals remain students; amateurs graduate prematurely.
Professionals understand the importance of attitude and commitment; amateurs think it’s all luck.
Professionals make it look easy; amateurs are convinced that it’s hard.
Professionals learn from their mistakes; amateurs deny them.
Professionals see opportunities everywhere; amateurs overlook them.
Professionals are even tempered; amateurs quick tempered.
Professionals are patient; amateurs impatient.
Professionals are organized; amateurs disorganized
Professionals arrive early; amateurs on time at best

How is Yours?

Sunday, September 11th, 2016


It’s a simple formula. Anytime that your attitude goes up or down or your behavior is better or worse, your results do as well.
Everyone wants more and better results. To achieve better or more results, focus on the things within your control.

Many things can affect your attitude if you allow them to. Take control of your attitude and prevent “things” from taking you down.
Get a shield around your good attitude and do not let anyone or anything take it away from you.

Behavior is usually triggered by one of two things; feelings and judgments. If you only do what is best when you feel like it, there are times that you won’t. And when it comes to judgments, who’s not guilty of taking one quick look at a customer and forming some form of judgment as to whether or not this will be a good one? If your judgment is negative so will your result be. It is a self fulfilling prophecy.

There are some other things that can affect your results like the weather, the economy and traffic. Unlike your attitude and behavior these are things that are beyond your control and DO NOT warrant your attention. Whenever you are faced with a challenging situation, ask yourself, “What can I DO about this situation to improve it?”