Speed This Up to Close More Deals
Shawn Casemore
Keynote Speaker, Sales Kickoff Speaker, Sales Training, Sales Coaching. ?? Enabling B2B Sales Leaders and Sales Teams to Achieve Unstoppable Sales?. ??Author of The Unstoppable Sales Machine.??
When I began selling cars in my twenties, I enjoyed walking through the parking lot, connecting with potential customers and talking about cars.?
Unfortunately, however, despite having good conversations, these same would-be customers would leave, in most instances to visit another car dealership, and then proceed to buy a car from them.
All this despite our time spent together in test drives, walking the lot looking at different colours and options and getting to know one another.
How do I know this?
They would call me, often after I placed a follow-up call, to tell me that although the conversation had been great, they had chosen to buy from another dealership.
Some were even apologetic.
To be honest, the first time this happened, I thought it was a fluke.
The second time, just a coincidence.
But when it happened a third and fourth time, it was clear something was wrong.
Even my sales manager, Ben, suggested in all his years of sales he had never heard of someone receiving calls from customers apologizing for not buying something from them.
You might presume that closing was my issue.
That wasn’t the case.
In every sale there comes a tipping point.
Simply put, it’s the point at which the discussion moves from building trust to adding value.
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In my instance, customers who visited the dealership were there for a reason – to buy a car. Maybe not the day they showed up, but at some point in the near future.
The tipping point in selling cars in those days was when we moved from the investigation and demonstration stages to the presentation of options.
I was failing to transition our conversation from the parking lot to my office; from looking at window sticker prices to looking at monthly payments; from test drive to delivery date.
And without a transition, there is no sale.
If you want to sell more, focus less on how to deal with common objections or closing.
Instead, practise how you can accelerate through your tipping point.
The faster you can you move from discovery to options, the more opportunities you’ll have to close, and the more time you’ll free up to prospect.
P.S. If you are a fan of metrics that drive new sales, check out my latest blog here .
Best,?Shawn
Shawn Casemore is an expert in sales, driven by a passion to help business owners, executives and sales leaders accelerate their sales results.
As the author of The Unstoppable Sales Machine (June 2022), and The Unstoppable Organization (2017), Shawn is a recognized authority in accelerating sales growth. His insights can frequently be found online in publications such as Fast Company, Chief Executive, Rain Today and INC magazine.?
To contact Shawn,?click?here .
? Shawn Casemore 2022. All Rights Reserved.