Greetings Floor Dealers! When a prospect voices an objection, most flooring sales people go into paroxysms of fear, frustration, anger, etc. This is because they see an objection as a “no.” This couldn’t be further from the truth in most cases. When someone gives you an objection, what they are really telling you is that [...]
Greetings Floor Dealers! Having someone that’s “almost persuaded” to buy can be worse than having someone say no. Your job as a sales professional is to get to a “yes” or “no” answer as quickly as possible. When you allow someone to give you something other than a definitive yes-or-no answer (i.e. “I’m not sure” [...]
Greetings Floor Dealers! Sales legend Zig Ziglar says that most sales people are “professional visitors.” Does this describe you and/or your sales team? C’mon now…be honest. Does it? There are a bunch of reasons why this happens, but the biggest is because sales people forget why they are there in the first place. (The second [...]
Greetings Floor Dealers! Have you ever had the experience of getting a whole cluster of sales rejections in a row? I certainly have. Over time I began to notice a pattern: it seemed that these “rejection clusters” happened far more often when was feeling down and discouraged, or questioning the value of what I was [...]