NetForum - Message Replies

Forum: Idea Exchange

Topic: New Recruit Sales Consultant Questions

Posted by: steve
Date posted: Fri Feb 27 10:23:38 2004
Subject: changing from low end to high end
Message:
I have been in the bussiness for six years now. I have allways sold to blue collar workers but recently I moved to a new dealership that deals with only large bussiness owners, Govt officals, and celebrities. I am having a very hard time adjusting to the social class change it feels as if they look down on me. If you have been through this please let me know what you did that helped you over come the change.

Michael Hargrove Subject: Changing from Low End Clientele
Reply Posted by: (mhargrove@bluinc.com )
Organization: My Success Company
Date Posted: Tue Mar 2 9:43:43 2004
Message:
Although, the "process" remains the same, and is always important no matter what product line or demographic you're working with, the "steps to the sale" do not necessarily close the deal. Especially when you're working with people who sell for a living or interact with sales people or other professionals all the time. After six years, Steve, I can assume you know the process.

And techniques, in and of themselves, don't close the deal either. It's not the words that sway the high end customer. It starts with words, of course, but that's not what seals it. It's our confidence, it's that quiet calm we have when we have done all of the preparation ahead of time that sways the customer the most.

My suggestion to you is as follows: be a student of your craft. EVERY shift practice new techniques and role play with other sales people there. We all need six or seven different strategies for the most common objections or situations that can come up. Make sure you take the time to tailor these new strategies to how you talk, to your vocabulary, personality, and philosophy of doing business. Having several different ways to handle, "I don't want to drive it." or "I'm not buying today, but give your best price anyway." or "This is the first place we've shopped." etc. will give us the confidence you seem to be seeking. ALWAYS be in the middle of a book on sales. Go to as many outside training events as you can. Choose your mentors carefully and get yourself in a position to mentor others. All of these things will help you get past this TEMPORARY moment in your career. Also, these activities will not only serve you well now but throughout the rest of your career.

Remember, Steve, even the most "high end" person will respect the person who is obvisouly skilled and who obviously respects themselves. Being willing to be prepared is simply demonstrating self-respect. Also remember that our sale is made or not made, and the gross profit is built or lost, depending on what we did BEFORE the customer even shows up!

For more ideas on how to handle the present situation you find yourself in, check out what people have shared in the "WHAT WOULD YOU DO?" discussion (under Finding the Path) in the Idea Exchange here at this site.
Good luck and hang in there!

Bottom Line Underwriters, Inc.
Toll Free: 1-888-My Success
Fax: (503) 638-0602
P.O. Box 1218
Lake Oswego, OR 97035
E-mail: editor@bluinc.com

Copyright © 1998 by Bottom Line Underwriters, Inc.