Debbie Downer, a character on Saturday Night Live, reminds me of some salespeople. If you’re enjoying eggnog and cookies, Debbie will warn you about the dangers of salmonella and the juvenile diabetes epidemic. If you’re planning a trip to the beach, she’ll quote shark attack statistics.
In my book 40 Day Sales Dare, I talk about how often I see salespeople bringing up all the stressful topics like credit scores and loan rates before they even open the door to the first model home or take a first test drive. Sure, those discussions will come, but give your prospects a chance to fall in love with your finishes and layouts or car features before you hit them with application fees.
I’m not asking you to avoid reality, just don’t be a downer or you’ll send your clients running.
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.