|
Tales of Sales Experience - Don't Leave Money on the Table
|
|
Matt
Jordan, President I
spend a lot of time training agents and often I am disappointed. It
becomes somewhat frustrating because so many leave a lot of residual money
on the table. I have sold all my life. I know the feeling one gets at a
sale when you smell a close coming for your primary product. We think,
“I am going to get that check and run, not walk, out of here. I’m not
even going to complete the paperwork. I’ll just get signatures and a few
pertinent facts, and I’m out of here!” So,
if you sell just your Visa and MasterCard, you leave a lot of money on the
table. For one, you leave debit income. Sure, the residuals in most cases
are low, but get $5 a month extra statement fee and it adds up. You leave
Amex income. Sure, Amex costs the merchant a lot, but you ask him, “You
would give away 97% on a sale because you didn’t’ want to pay 3%?”
Powerful, soft-spoken sentences make a hard close sound soft. Last,
but not least, often we fail to sell check guarantee. How in the world can
we fail to sell something so easy? The truth is, sometimes we did not even
try. Just review the facts with each merchant. “More than half the
buyers, especially women, pay by check.” Then ask, “Would you prefer
they buy elsewhere?” And, even more powerful, “Do you realize that the
cost of accepting a guaranteed check is usually less than the cost of Visa
or MasterCard?” That question gains quick attention. Then add, “How
powerful would it appear if you take your No Checks Accepted
sign down and put up one stating Checks
Welcome,
especially when you realize checks remain the favorite method of
purchase?” It
takes patience to stay at a sale, and get the whole package. I know,
I’ve made the mistake of leaving money on the table, and I’ve got the
whole package. Finally, I learned the whole package makes a big
difference, and I stopped leaving money on the table—at least, I know I
tried. Do a complete job by giving your whole package a try. Good Luck. Matt Jordan
received $100 for this Tales of Sales Experience. If you would like to
share a Tales of Sales Experience with our readers, please email your
article to greenshttx@aol.com.
© Copyright
1995-2000 |
