You may have had a similar experience of late. I drove into a gas station and, as I was about to begin pumping gas, I was approached by a woman who asked if she could demonstrate a cleaning product. I didn’t object, particularly because I like to observe different sales techniques.
Well Versed
She approached me with a smile, was professional in her demeanor and, shortly after receiving my approval, she asked me for my name. She then gave me a brief summary of what her demonstration would entail. The “coup de grace,” however, was when she asked me to hold the product while she cleaned. Many high level sales people understand that customer involvement dramatically increases the chances of securing the business.
Perfect Timing But
Her timing was perfect. She finished her demonstration just as my tank was completely filled. After proudly displaying the four areas of my car where she applied the product and were now spotless, she turned to me and inquired still smiling, “Are you interested in buying one or two?” “Oh I don’t clean my own car,” I replied. She politely responded, “Ok well thank you for your time.”
Missed Opportunity?
I was quite surprised that she didn’t have a rebuttal for me; some reason as to why it would be a benefit for me to have the product handy even if I don’t typically wash my own car. Was there a missed opportunity there? I don’t know. One certainly could argue that she should have been prepared with a more compelling response to my statement.
More to the point, I think, is that she provided a great example of what many salespeople and realtors in particular are guilty of. Wasting time due to a lack of questioning. If her first question was, “Do you wash your own car?”, she could have at least realized that I wasn’t her best prospect and moved on to someone who was.
She did all the right things except ask the most important question of all.
How thoroughly do you prepare to answer all possible objections given by your prospects?
What ways do you ensure that you are selling to someone who needs your service?
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