The #1 Key to a Successful Sales Meeting

I have been asked many times if there is a golden key to being successful in a sales call. The answer is very simple and does not require intense training.

The answer is LISTEN TO WHAT YOU WERE ASKED FOR!

Stop upsetting the customer with up-sell techniques, just listen and deliver that product or service with to the best of your ability.  Your customer satisfaction ratio will be much higher.

Car dealers are a great example.  A family comes in and asks for a nice economical cross over vehicle and already know the model they wish to buy.  And here comes the rockstar salesperson that is going to spend 2 hours teaching them how to upgrade to the big SUV.  Now the family agrees they can afford the SUV and they start wondering what is the best deal in that category, so they leave to go to other dealers and check all options available.  Then the family arrives at your competitor and asks to look at big SUV’s and what does that person do? They simply sell them for what they asked for.  There is nothing else to up-sell them to.

It’s possible your other competitor met this family looking to buy a car and they were trained and convinced to buy a crossover and you just became part of the no profit process, when you should have just sold them what they asked for.  Are you starting to see why people don’t trust sales people?  It’s not because you aren’t a great person, it’s that you don’t listen to what they are asking you for!