Too warm to sell… not if you use the sales techniques of our Top Producers! Here is how many of our very best approach Summer Selling:
- START EARLY when it is cool. Everyone has buyers who start their days early; before 8:00 and before the heat of the day.
- GET REFERRALS from your buyers. We have many Top Producers who NEVER make cold calls. They work exclusively from Referrals inside where it is cool! Steve Gressman REMEMBERS to ask for referrals by setting it as his PRIMARY GOAL when calling on a buyer. By doing this he remembers to ask for referrals… and hasn’t once forgot to give a presentation or ask for the order on his way to a referral!
- GET LEADS AND SET APPOINTMENTS ON THE FLY. Get the buyer’s name, cell#, schedule and call from your car when he gets back. Call him ASAP! Many Top Producers only set appointments from their car to eliminate the ever present distractions we all have at home!
The playing field for sales is between our ears. Figure out what it takes to “trick” your brain into thinking of how you can incorporate the above 3 techniques into your sales arsenal.
Summer can be one of the best-selling times because a lot of employees are on vacation which means the “pace” at which a business operates slows down WHICH IN TURN means the buyers you catch in are not as busy and more willing to spend time with you! FOCUS on the positives of summer and you’ll turn it into one of the most profitable times of the year for you!! Good Selling!
President Curt Kesselring