Sales Momentum, what I call the SALES MO, is just like physical momentum. It’s easier to keep it going than it is to start from scratch. When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job. My father bought me an old 1984 Chevy Luv pickup truck and that little truck got me back and forth to more … [Read more...]
What is SalesFu? – Capturing the Energy
What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer Energy and using it to Persuade & Influence a purchase decision. We've found that there are different personality types and we have an idea of how those personality types impact our communication. Now what? Now we talk about Capturing Customer Energy via Sales Momentum, Control and the MORSE … [Read more...]
The Inertia Close (Feel, Felt, Found)
The Inertia Close (Feel, Felt, Found) The Feel, Felt, Found technique has been around since my Grandfather was peddling Encyclopedia’s door to door. I have used it with great success when faced with the “WAIT”, “I’m just fine where I am”, or “That’s not enough savings to make it worthwhile to go through the process” type objections. Basically, I’ll use this … [Read more...]
The Spousal Objection
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...]