Once upon a time, there was a young,
brand new window salesman from England, named
Terry.
Terry had no idea how to sell anything, yet on his first day, Terry's boss decided to send him out to visit an interested prospect in the higher end of town.
Terry was extremely nervous, but he went anyway. His hands were shaking and his knees were knocking. He rang the bell and an older lady answered the door. She shook his hand and invited him in.
Terry stayed with the lady for three hours! After dozens of cups of tea and mounds of biscuits, the woman signed a contract and purchased over $10K worth of windows!
How did young, inexperienced Terry do that? The client had already met with six other salesmen, ALL of whom offered her cheaper quotes. Terry's price was the MOST expensive AND he was the most inexperienced salesman with whom she met.
So, what happened in the background? And moreover, how can you replicate these powerful sales techniques to step up a notch on your own profit ladder? Here comes the secret:
The woman said, "I like you more than the others."
That's ALL there was to it. She didn't care about the extra expense. Even the other slick salesmen couldn't persuade her to pay LESS than young Terry offered.
The truth is, Terry's first impression shone brighter than any of the sales talk. First impressions count, and Terry's courtesy, attitude, politeness and likability are what closed the sale. Not sales hype. Not the low prices with the gigantic over-hyped benefits. But, the actual 'personality' and 'impression' the kid honestly gave was all that was required.
When you market your own products and services, consider what impression you are giving to your prospects. If you appeal to them, then you've already done half the work. If this means redesigning your presentation, then so be it. If this means going out of your way to be polite, helpful and giving the best possible shopping experience to your customers, then so be it.
Is it really too much effort to secure those big clients? You bet not...
Note: You are receiving this email because you are on our Executive Errands� mailing list. If you prefer not to receive realtor specific emails from us, please email Leslie at LSpoor@executive-errands.com
