Killing The Sale By Talking

As you know from my seminars, I recommend that everyone have a pocket PC or smart phone to keep track of business and ideas. Following my own advice, I went out this week to AT&T and bought the new and advanced AT&T Slider smart phone. It's great. It is a 3 megapixel camera, navigational device, phone, pocket PC, Ipod and more all in one handy package. It's kind of expensive at about $400.00. I was presold when I go there, so all the salesperson had to do was write me up to get a good sale. As he is writing, he tells me that he doesn't like this model and he things the iphone by Apple is superior. YIKES in one sentence he would have killed the sale if I was not so presold on the model. He would have created a "have to think it over" situation. He would have snatched defeat from the jaws of victory.

The lesson here is that we have to be ever vigilant of what we say and do when selling. Watch the customers eyes and stick to the plan. If a customer says he'll take it, it is time to write and take the money. If you have to say anything, complement the decision. Never ever say you wouldn't buy it. I know that sounds rudimentary but the salesman who did it makes a living selling very day. Take a look at sales you have lost in the final minute and ask yourself if it was something you said or did.