Can You Smell Blood?

If you sell a product or a service, there has to be a certain level of survivability. Timid salespeople have skinny kids (and skinny pets, and skinny bank accounts). When a consumer has decided to “shop” and strolls through your world as you know it, you must strike while the iron is hot or there is a great chance you will never see them again.

In today’s electronic world, the consumer has already researched the item they are interested in to death. They have read reviews on the product, your location, and maybe even on you personally. When they show up to “look”, that is code language for “I am buying something very soon”. The consumer might say they need to think about it. What? They already spent hours online, already have an agreement with their significant other, and have already narrowed down exactly what they want and are ready to buy. The soft salesperson meekly says “ok, call me if you might, ever, someday, might think of buying my product”. The consumer stops at the next competitor and buys on the spot. Why? Because the next salesperson took the lead.

It is not unethical to lead people. It is not wrong to ask the consumer for their business. It is not against some moral code to strongly suggest, or consult them, or speak highly of your product, or to remind them how valuable their time is and that they probably don’t want to prolong their decision.

For Pete’s sake; ask for the sale. Your kids and spouse, or pet/hobbies/charitable organizations you support/vacation DEPENDS ON IT. Remember the consumer walked into your house and inquired. You did not go on a door knocking crusade. A shark can smell the blood in the water, can you?

Author: ebtgains

Stephen is a seasoned leader in the automotive industry. He has a unique blend of achieving results, with an extremely high level of satisfaction for both the guest and the employee. Having a solid background in service and parts, there is a daily sense of urgency to maximize each opportunity. He is a process driven GM for a public automotive group with a passion for personal and professional growth. He is always maximizing EBT opportunities and is open and willing to share ideas and results.

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