EVERYONE IS LEARNING
Participate in the meetings
Record others approaches and important things
Even though I had 7 yrs. of alarm sales under my belt, nearly every
meeting, I was taking notes or recording.
Grab paper or your iPad; I want you to write down a few of things:
• The top three objections you personally get on the doors
• Each key step or transitions you use in your approach
APPEARANCE IS EVERYTHING
• The position of the limbs or the carriage of the body as a whole:
poor posture; a sitting posture. (Dictionary.com)
• One's image or policy as perceived by the public.
• Confidence / Lack of confidence radiates
It starts with a Passive-Aggressive Posture
• What does passive-aggressive mean?
Why is Passive-Aggressive important in this sale?
• Very easy to deflect sales resistance and smoke screens
– Not argumentative, your just doing your job
First time objection comes up …. (Water off the ducks back )
1. Don’t acknowledge it!!!!!!
2. Deflect: That’s fine, that’s perfect, not a problem, etc…
3. Re-direct: Continue your approach! **Very important**
Second time objection comes up
• Feel – Felt – Found
Third time… Setup transition
– “I understand, in a second I will come in and go over everything with
CLOSING THE SALE
Your close is only as good as your transitions.
Words are powerful; portray an image of simplicity
• No one moves forward if they think it is a complicated process
– “Super simple and straightforward”
ASSUME THE SALE ***Don’t wait for a yes to move forward***
• Steps or transitions of the approach
– Everything we do and say is to move to the next step or transition
• You don’t leave until you are ready to leave
– Who is in control (You or the Customer)
THE FINAL CLOSE
During the sale, posture shifts from “just doing your job” to “the
• Confidence doesn’t change
– As trust builds their perception of you changes
Don’t let your fears prevent you from moving forward.
Setup the close
• “In a second, I am going to…”