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...]
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...]