Thought I would share this with everyone, I found this over the weekend while surfing the web:
Executive Sales Training
I use a C-PAP breathing machine to sleep. On a Sunday, mine went out. I just can’t sleep without it. I called several companies, only one answered. Tony was his name. He came over Sunday night with a machine loaner till I could get to a doctor. He called Monday morning to make sure it worked for me, and it did. He also recommended some Doctors that I called.
See, he has become more of a consultant, a person that I trust. After going to my Doctor and getting a prescription for my machine, whom do you think I called? Right. I called Tony. He promptly came over with my new machine and picked up his loaner. He fitted it and told me to try it out for a few days to make sure the Dr. was right and decide if it was the one for me.
He quoted me $1,400 and said he would bill me if all went well. After the first night I told Tony that I had a problem with my mouth opening causing air to escape. He said he would be right over and brought me a chinstrap to try. Everything worked great after that.
Over the next few days I checked on the Internet and found that I could buy the same machine for about $800 plus shipping. Guess what I did?
a. Called him up and negotiated price or else?
b. Bought from the Internet and returned His equipment?
c. Bought from Tony and felt good, no GREAT, that I got a steel of a deal for my $1,400.
You see, Tony established rapport with me. He seemed to truly care about me and I believe he was sincere about assisting me to meet my goal. He must have had executive sales training. He took extra time and it didn’t matter to me that he was making a couple of extra bucks.
The point here is that 99% of sales people think small or poor minded about their product and service. They get beat down in the world of price wars and negativity. However, a few, about 1% to 3% believe that their product and service is the best and that no one could possible beat them, no matter how cheap they were. This is something that Tony understood. He realized that he was the best, the BMW of C-PAP.
You may say that sure, but it took him more time than normal to make the sale, and he probably doesn’t sell as many machines as the other salespeople. You would be right! The average C-PAP salesman sells about 30 machines per month and makes $100 per machine. This means that they bring home around $3,000 or so per month. Tony, on the other hand sells about 18 machines per month, simply because his sales cycle is longer and he only has enough time for these 18.
But instead of making $100 per machine, he makes $600 per machine and brings home $10,800 per month. When I figured this out, I knew I had to include Tony in this executive sales training page 1. That’s over $120,000 per year! Hmmm, let me see. What do you think?
Ask yourself these questions:
a. What can I do to be the best, caring, consultant for my client?
b. How can I better establish rapport?
c. How can I make MORE, not less, visits with my client?
d. What can I offer to become more important to my client?
e. What are things I can do that my competition will not?
Remember, that 99% of the sales people are price sellers and will think your crazy; making extra visits, offering more of your time. Most sales managers are so busy beating up their sales people to make more calls, spend less time, less visits, close early, close more….HA! This is good for us that know the secret. Let them have the cheap deals. Be the best for the client and price it, they will buy!
To study rapport building techniques, visit our Sales-Class about
Building Rapport.
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