For sales people, I like your thoughts?

Question

I have been in sales for many years, it's what I do, but maybe do not appear as an arogant do anything for a sale man. I sell swimming pools for 5 years and I am leaving soon the jerks I sell for now as most are mom n pop operations that cheat their own sales people as much or more often than the customer. I trully enjoy selling pools and am good at it. My question is as most sales people know we need to create an urgency close to get the homeowner to buy today. These companies use "rehash" , so if you leave the house it reverts back to the office who can sell it for less than yourself. Most common used is the "showpool" close which in most cases is just a lie to have a good reason to lower the price, to make the deal. You know, a place we could bring a potential pool buyer to see that pool etc.Anyone that knows what I mean and in sales, is there another close you can get the homeowner to buy when you are there,without giving it away at a "par" at cost?

Answer 1

When I worked in sales, in all its various forms, I found one thing that worked for me. And that was not to use those standardized closes. They nice as guides, but you have to mold for the customer and do what you think is best.

Plus you have to realize that buyers always want to pay less and what they believe is the best deal. However, some salespeople forget that people aren't stupid and are getting more savvy, which means they can see through a lot of our tricks and gimmics.

The best way to close is to show the buyer a couple of things:

1) Why you need to do it sooner rather than later,
2) Why buy from you and your company vs competitors, and
3) Why spending money for quality is better than spending little and getting what you paid for. In other words, don't be penny wise and pound foolish.

Buyers who feel pressured to do it now will often react by doing the exact opposite--pushing you away. But if they get the sense that it doesn't have to be done right this minute, but soon, then they tend to react better.

Think of car salespeople. They always want you to buy right then and there, and they'll bend over backwards to get you to do it. But smart buyers always wait to consider their decision, and the high pressure sales tactics often backfire.

Same is probably true when it comes to selling pools. It's a lot of money and I won't want to spend it immediately unless I'm absolutely convinced it's the right thing to do. Most would probably want time to think about it. Your main goal should be to keep that time to a minimum, thus putting the buyer's mind more at ease.

Answer 2

hmm sales