Dialogues for Results

THERE ARE NO DO OVERS, SO PROGRAM YOUR SALES GPS

Only 16% of the salespeople shopped by one of the nation’s largest mystery shopping companies in 2008 asked for the sale! Stunning news at a time when all homebuilding companies are struggling for their very survival!

Have 84% of our salespeople forgotten that asking for the sale is the destination of the customer encounter? Or, have they lost their map to the destination? Are they trying to take short cuts? Or, are they just sitting out the journey at a rest stop?

I ask the following question of every salesperson I coach “If I could give you a 100% guarantee that the customer would never come back, would you change what you’re doing?”. It is always answered with a resounding 'yes', as is my follow up question “Would a 90% guarantee be enough to prompt you to change?”

With the national ‘be back’ rate at a mere 10%, salespeople already have a 90% guarantee that the customer will never come back! In the words of legendary UCLA basketball coach, John Wooden, I ask “If you don’t have the time to do it right, when will you have the time to do it over?”

Not changing what you’re doing when you’re not getting the results you want is the definition of insanity. If the 90% guarantee is enough to inspire change, and you want different results, I can only conclude that the salespeople who are not making structural changes to their process are insane, lazy, or independently wealthy!

Managers-Ask these questions of your team! And, please track your new and be back traffic separately, as well as the corresponding conversion rates! Tracking this way offers you deeper insight into the sales performance of your team.

Salespeople-Ask yourselves whether or not you’re getting the results you want! Ask yourselves if a 90% guarantee that the customer will never come back is enough to prompt you to make changes to your sales process! Be courageous enough to take the ultimate ‘man in the mirror’ test!

Once you have made the commitment to change, program your Sales GPS. If you follow the proven routes to your destination, the SALE, you will sell more homes, more often! Copyright © 2007. No reproduction without permission. All Rights Reserved.