You probably don't want...

If I hear that phrase one more time I think I'll scream. Sales people are so afraid to sell that they insult us by assuming that we don't want or can't afford the best that they have. Let me say no. I know how!

As sales people, we do not have the right to cheat our customers out of the opportunity to buy our best. Remember these facts:

1. It's easier to cut out options and lower the price than it is to build it up.
2. People like nice things and are flattered when you assume that they want the best.
3. No one has ever died from sticker shock! Not customers and certainly not sales people.

Go sell your best!

Steve Waterhouse
www.waterhousegroup.com

So Close, but no deal (a sales training story)

Well, he did send a letter with three of his business cards and a form letter offering Gina $100 if she would refer a friend to him. But wouldn't a call have been more effective? I think so. And it's not like car sales people are short on time. They spend most of their time pacing the floor waiting for a walk-in because they did such a poor job of prospecting.

Steve Waterhouse
www.waterhousegroup.com

Lesson from a car dealer

So my wife, Gina, went out Saturday and bought a new Honda for herself. I was in Vancouver, but I understand she hammered the guy on the price. Go Gina! Yesterday, the dealer called to make sure everything was ok and to thank her for her business. Today, a basket of cookies and goodies arrived with a personal thank you note. Now, either the dealer is doing a great job of service or he is hitting on my wife. Either way, he's got her attention. ;-)

And that's the point. He's got her attention. Now let's see if he can convert his good will into a referral. He certainly has a solid process that is turning a new client into a friend and, potentially, a lead source. Two point for Lucas Honda of Jacksonville.

Steve Waterhouse
www.waterhousegroup.com

Sell me on Vancouver

I am working in Vancouver, BC this week and it is beautiful. My room overlooks the bay with the mountains in the background. Tough duty!

Keep watching for our latest project. It's called T.U.P.M. and we will have more details soon.

Sell Smart,

Steve
www.waterhousegroup.com