TouchPoint Selling

Jun 1 2007 6:37AM | Permalink | Email this | Comments (0) |
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Last week I asked you to think about your sales process.  Specifically, if you would pay $200 for the privilege of working with one of your sales associates.  My question still stands.  Would you?

Would you be running to tell your friends how much it helped you to be greeted … qualified … presented to … toured and closed?  And what would they say “after the fact” … after they spent $200 because you said they should? 

I guess they’d be pretty mad huh?  And who wouldn’t be?  They’ve just paid $200 to have some “stranger” lead them through a process that’s clearly not designed for their benefit. 

Let’s face it … we’re more interested in ourselves than we are in our customers.  Don’t think so?  Just go down the list … Meet-Greet/Qualify/Demo/Site/Overcome Objections/Close … and ask yourself, “Who does this action help … does it help me be a better sales person … or does it help my customer be a better decision maker?” 

Still don’t know …  here’s another question you might try.  Ask a couple of other sales people what they are paid to do.  You wanna’ know what they’ll say?   Without a doubt, they’ll tell you, “ It’s to “sell” a house.”  Which is too bad.

We just finished a year an a half study … in seven divisions and three states … and found that the people that are “selling” …  actually sell less than the people that are trying to help customers make good decisions.  Today’s customers tell us they want a sales person that’s there to help … not sell. 

What are you doing and what’s your goal?  Your answer might be the difference between good and great.