Words of Wisdom from the Asphalt Jungle

This is about earning the right to ask questions, if you earn the right to ask a question you'll not only get an answer - you'll get a better answer! With that better answer it'll be easier for you to help provide the prospect a solution. You lost me at hello! You can make or break a sale at hello, and a customer has decided in a few seconds whether they like you or not. If the prospect likes you, trusts you and is excited to talk to you you've got yourself a sale - regardless of the product! The guy that was a jerk on the phone may have the better product but you're the guy he likes. You'll get the sale! Of course the greeting is just one cog in the sales machine, but if you mess it up, it makes it difficult or impossible to go further. You can turn a buyer into a looker, or into someone just gathering information within seconds. Ever wonder why someone said they're just looking or just gathering information right away? It might be that they

It's great when I get an "I need to think about it," because it's an easy objection to overcome. Overall, any objection is great to hear, because you can't close the sale until you weed out, and overcome all of the objections.

What dose the customer care about? Here are some of the things your customer doesn't care about, and dose not want to hear about:

These are some of the things any salesperson dreads to hear: This is the first place I stopped. I'm just getting ideas. Just driving different cars to see what I like. I just started looking. I won't be doing anything until next month. etc... If you believe any of these you are being sold by the customer and you won't be selling anything yourself.

An easy sale with high gross profit boils down to just two simple things:

Be careful! You may not be the one doing the selling. You may be letting your customer sell you. If they sell you, you won't sell them. This will be a controversial article for the "if I could would you?" crowd.

REMEMBER: An easy close with high gross profit start with the greeting . You know how important first impressions are, and you only have about 5 seconds to make that first impression. Take a check up from the neck up before you take that up - make sure you're in the right frame of mind, thinking positively and assuming you'll make the sale. You'll find everything you need for a successful greeting in the Baker's Dozen for Relationship selling -- maximize that first 5 seconds.