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Forum: Idea Exchange
Topic: What Would YOU Do?
Topic Posted by: ModeratorOrganization: Bottom Line Underwriters, Inc.
Date Posted: Fri Feb 13 23:45:22 EST 1998
Topic Description: You're a professional salesperson and sometimes you need advice. Who better to ask than the sales professionals who read this conference?
Original Message:
Posted by: Ken Nix
(kpnix@hotmail.com
)
Organization:Herzog-Meier
Date posted: Thu Jun 22 1:38:01 2000
Subject: Write-ups, commited only?
Message:
Should you write up someone who's not committed? What's your views.
Previous reply
Reply:
Subject: new way to get a committed, signed write up
Reply Posted by: Ken Nix
(ken.nix@mail.com
)
Date Posted: Thu Jul 8 12:38:04 2004
Message:
You've got that guy that comfirms he is ready to buy now but refuses to sign the worksheet. Here's a new way to get him to sign that was told me by someone that I admire, but I could never call my friend.(inside joke for Robin).
Explain to them, their signature is the CARROT I need to go talk to the DONKEYS, I use the carrot to lead the donkeys to the sale, not to say my manager is a jackass. He's actually a pretty nice guy. The customer cracks up in more ways that one. They sign, they laugh, they become more relaxed, you put yourself on their side and you just let them know the person whom you are working with is really a nice guy. When I first heard this, I said this had to be the most idiotic close I've ever heard. But I tried it, and it works! 99.9% of the time! I've used it for over a year and it just never fails.
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