“The Specialist” Sales and Management Training Blog

Hi everybody,

Before I go into “The Specialist” Spotlight from today’s radio hour, I want to remind everyone that on the web site you really need to sign up for the Free Newsletter so that during the Holidays you can not only keep up with everything that’s going on but you get a WHOPPING 20% off on all merchandise!

“The Specialist” pen just came out and now you have a perfect gift idea for that special sales professional or manager in your life.

Now back to today’s Post.

Today I was explaining the disgrace I witnessed in a car dealership when a salesperson morphed into a monster when the cute little married couple decided that they wanted to think over their decision to purchase a car. It was an amazing thing to see. The salesperson was the couple’s new best friend until they hesitated to buy. All of a sudden the couple was treated like dirt! You should have seen the couple’s faces when they exposed this dirt bag for what he really was.

The point is prospects ARE NOT STUPID! Sometimes they purposely say they want to think it over just to see how YOU will react. Sometimes they are really sincere about thinking it over with no intention of buying from anyone else but YOU! It is important that when you think and I emphasize THINK someone is a non sale it is your duty to make a cheerful, friendly, optimistic and courteous exit! Even MORE so than when you make the sale.

With this great attitude you will be amazed how many non sales BECOME sales!

“The Specialist”