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Sales Truths: Success Breeds Success

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Sales Truths: Success Breeds Success

BY DAVID RICHARDSON

Sales Truths: Success Breeds Success

Published in the June 2012 issue.

WHY IT IS TRUE: When a group of successful salespeople get together at a meeting or perhaps a convention or just for happy hour after work, they have a tendency to brag about some of their sales successes. Proud of what they do, they don’t hesitate to boldly share it with others whom they respect.

PLAN OF ACTION: Schedule 15 minutes every other day just before the store opens and ask one person to share a great sales success he had with one customer. This can be a success with a recent customer or perhaps a highly successful sale in the past. Participants in the meeting are charged with the responsibility of asking questions such as: What objections were presented, and how did you overcome them? What buying signals did the customer use that indicated their interest? What did you do to upsell or add-on? Contrast the mood of the customer at beginning of the sale with his mood at the end of the sale. Your sales staff will leave this meeting energized and ready to sell. The best sales ideas are not necessarily learned from a sales trainer, but from those with whom you work every day. — DAVE RICHARDSON

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Wilkerson Testimonials

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

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Dave Richardson

Sales Truths: Success Breeds Success

mm

Published

on

Sales Truths: Success Breeds Success

BY DAVID RICHARDSON

Sales Truths: Success Breeds Success

Published in the June 2012 issue.

WHY IT IS TRUE: When a group of successful salespeople get together at a meeting or perhaps a convention or just for happy hour after work, they have a tendency to brag about some of their sales successes. Proud of what they do, they don’t hesitate to boldly share it with others whom they respect.

PLAN OF ACTION: Schedule 15 minutes every other day just before the store opens and ask one person to share a great sales success he had with one customer. This can be a success with a recent customer or perhaps a highly successful sale in the past. Participants in the meeting are charged with the responsibility of asking questions such as: What objections were presented, and how did you overcome them? What buying signals did the customer use that indicated their interest? What did you do to upsell or add-on? Contrast the mood of the customer at beginning of the sale with his mood at the end of the sale. Your sales staff will leave this meeting energized and ready to sell. The best sales ideas are not necessarily learned from a sales trainer, but from those with whom you work every day. — DAVE RICHARDSON

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

Promoted Headlines

Most Popular