| Three times I have revisited Turkey after living in | | | | Tracy, master sales trainer, states astatistic that |
| the country for two years in the | | | | 80% of salespeople quit just at the time when |
| 1970's. How could I ever forget? Salespeople | | | | most of the sales aremade. Consider persistence |
| everywhere can glean some wisdomabout the | | | | a necessity. You can't drive a nail into a block of |
| unique sales approach by walking through the | | | | woodwith one try can you? Sometimes it takes |
| Grand Bazaar in Istanbul. | | | | more than one try to have your messagetake |
| At least three unmistakable key sales | | | | hold. |
| components are apparent: ask questions, | | | | If you sense your prospect feels pressure or |
| bepersistent and appeal to emotions. | | | | keeps coming up with excuses, thentone things |
| ASKING QUESTIONS | | | | down. But at least, either state or agree on the |
| As you revel at the array of products lining the | | | | next step, even if itmeans then the customer |
| street in the Bazaar, you hearsomeone say, "We | | | | says no. Put energy into finding out what your |
| have a great deal on leather coats today. How | | | | customerneeds and presenting what you have in |
| would you like tobuy one?" On it's own merit a | | | | a way it will satisfy those needs. Onemerchant |
| question is one of the best ways to begin | | | | knows that my son is going to buy a Turkish |
| arelationship with a new customer. Questions early | | | | drum and he keeps helpinghim to decide which |
| on show interest and allow you togather | | | | one. |
| information. However, at the beginning of getting | | | | PEOPLE BUY ON EMOTION |
| to know someone, youwant to use what I call | | | | Get the customer involved. By engaging your |
| high fat questions. High fat questions will usually | | | | customer you get to the emotion ofhow a |
| get morethan a one word response from | | | | product or service will make them feel. Their face |
| someone. This question, "How would you like | | | | shows it; their voice letsyou hear it. At a more |
| tobuy one?" is headed for either a "sure," or | | | | subtle level, even their breathing lets you know |
| more likely "no" answer. Now a follow onquestion, | | | | they are abuyer. The merchants in the Grand |
| "But, why?" is high fat. Sure, you could answer it | | | | Bazaar of Turkey wisely and easily do this. |
| with one word like, | | | | Notonly are you intrigued by their fondling of |
| "because." More likely you will begin to explain why | | | | some products, you want to feel the silkas well. |
| you are not interested or saywhat you are really | | | | Between your fingers, on your face, you love the |
| doing is just browsing. Try using "How come?" in | | | | luxurious softness. Peopledon't buy a car because |
| place of "why;"it does the same to inquire in a | | | | of logic. They buy it because it makes they'll |
| less heated way. | | | | lookprestigious driving in it. Or they love the sound |
| Questions give the asker power. You can better | | | | of the stereo. Or they love the waythe leather |
| control the direction of theconversation. | | | | feels. Create situations so your customer can feel |
| Regardless of how a customer responds to a | | | | the emotion of wantingwant you have. After |
| question you gatherrelevant information when you | | | | tapping several different size drums my son |
| listen. This merchant is going to help one of us | | | | begins tonegotiate for the best price on the drum |
| buy. | | | | he's decided on. His emotion helps him towant to |
| BE PERSISTENT | | | | take this memory home with him. |
| As a salesperson masters the art of questions, | | | | Whether you sell shoes or insurance, whether |
| it's easier for that steadfastness ofpurpose you | | | | your products are tangible orintangible, and no |
| need to help the customer buy. When you ask | | | | matter if what you sell takes a minute or a year, |
| questions, you nurturepersistence. It becomes | | | | its questions,persistence and getting the customer |
| pleasing to discover more about your customer. | | | | involved that move sales results from fictionto |
| Most salespeople give up way too soon. Brian | | | | fact. |