The Spousal Objection We often hear the spousal objection in day to day calls, unfortunately we often lay down when we hear this and schedule an appointment, or worse yet just let the customer ask us for an email and we never call back. When I ask agents about this, the reason typically given is that they identify with the objection. If they were shopping they think that … [Read more...]
The Analogy Close!
A few of you have seen this before, that’s OK revisit your analogy story and make it better! The rest of you are new to my blog and I welcome you! If you have a great close or sales tip that’s worked for you in the past please feel free to share in the comments. I’ve saved all the sales tips I’ve used in the past and I’d love to add to the catalogue. If it’s worked for you, it … [Read more...]
What is SalesFu? – Identifying the Personality Type
What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer energy and using it to Persuade & Influence a purchase decision. In order to Capture Customer Energy it's important to be on the same page with communication styles. This starts with identifying and mirroring the customer's personality type. There are numerous labels attached to these … [Read more...]