Joe Lundell Dot Com

The average salesman may think closing the sale is the final step in the sales process. They my friends, are wrong. The close actually starts at the very beginning of the sale, when you first come in contact with your prospect. The way you greet him/her has a very large effect on the entire engagement.
You don’t hear too many stories about people who gave a bad first impression and ending up closing a huge deal. The initial rapport building moment goes all the way to the end. Five quick steps to get off on the right foot are, in order:

1. Smile, sincerely
2. Make eye contact
3. Greet the client
4. Shake hands, firmly
5. Tell the client your name, and get theirs

This should all happen in the first 10-15 seconds. It may not sound like a long time, but these are perhaps the most important 10-15 seconds in the entire sales process.

Look forward to part two coming soon

I’m Out

Joe

Filed under: selling by Joe Lundell 1 Comment »

I know, I know, the economy is borderline recession, gas’ll cost ya at least an arm, maybe even a leg, the housing bubble busted, it’s harder than ever to get a loan, and thanks to the ethanol myth, everyone is lookin’ in their piggy banks to afford groceries. Doesn’t look to good if you’re tryin’ to sell somethin’ huh. Watcha gonna do to get that guy to fork over some cash for your product?

What ya gonna have to do is show him how his life is gonna be better with ya product than without it. Make him want that thang more than anything else. Make him believe it’s a must have. In other words, ya gonna have to talk about it in a way that’ll paint the picture for him.

Sellin’ the sizzle & not the steak, is a perfect example of this strategy. When ya get in the mood for a steak, what do you think about? Do you care about the process it takes to get that slab of meat on ya plate? Of course not. You could care less what cattle ranch or slaughter house it came from. If it came from Jimbo’s Cattle Ranch, and Jethro’s Slaughter House, who cares as long as it tastes good.

What sell’s the steak is it’s appeal to your senses (the sizzle). Can ya picture that thick juicy fillet in front of ya? Sittin’ there on ya plate, steam coming off of it. The juice is still seepin” from the inside and those perfectly spaced grill marks make it oh so inviting. The first bite is always the best. It’s that mouth watering anticipation while you carefully slice through it with your steak knife. It happens as if it’s in slow motion. Your fork ever so slowly rises to your mouth. The smell of the fresh fillet, mixed with the intoxicating aroma of the spices and charcoal, is getting stronger by the moment. Finally, the time has come to take that first bite…mmmmmm….soooo gooood! You wonder how you could ever eat anything else.

That my friends, is sellin’ the sizzle and not the steak. If your hungry for a steak, I did my job. If your a vegetarian, and still want a steak, even better.

I’m out

Joe

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