By Shirleen Von Hoffmann President and Sales Coach Homebuilders AdvantEdge and Creating VIP’s copyright 2010
Selling in the moment means staying in the moment while you are selling and not going off into a checklist of things you should be doing instead of selling. Here is the bottom line; there is nothing more important than the person standing in front of you. They are “live”, they bothered to find you and drive to your community, so they must have a compelling reason for being there. That reason is for you to sell them.
By giving the prospect all of your attention you will, in turn, win the prospect’s undivided attention. You also show the prospect the respect they deserve and honor the fact that they came out to visit you and your community.
When you get distracted during a sales call you will distract your prospect and your sales routine. If you start thinking about what other duties you should be doing, or what call you should be making or what paperwork needs to be prepared, you may miss buying signals and great conversation that will be taking place with the “golden goose” you have in front of you. With traffic counts being so low, you have to make every piece of traffic count, it is what is most important.
It is proven that the average sales person actually sells for less than five hours a week. The rest of the time you are busy doing all of your “other” duties. So if you spend so little time actually selling, then it is very important that you make every second count. By giving the prospect your full attention, you are more likely to ask great questions, get great answers, build rapport, show the models, trial close and stand out among your competition. Always remember for every 30 minutes with a prospect you increase your chance of a sale by 35%, so spend lots of time with them. In addition, do not forget, to take notes documenting all of the great things you learned about your prospect so you can smartly follow up with them once they have left.
So it works like this…
- Give the prospect your full attention so you get to know them and their needs,
- Make notes about them and their needs,
- Then sell them what they need.
It’s that simple, easy as 1-2-3!