The Turkish Rug Sales Team

Written by Steve Waterhouse


Continued from page 1

Again Habib asked, "If you were to have one of these beautiful carpets to enjoy in your home and pass on to your children, which style would you like?" His assistants moved carpets around until we had agreed onrepparttar basic style we liked. The process of elimination continued with up to three cousins flying rugs in and out ofrepparttar 139409 display area until only four were left. Habib said, "Do you have a favorite among these?" We made our final choice andrepparttar 139410 cousins removed all except our favorite rug. Habib complimented our choice and assured us that we had pickedrepparttar 139411 Rolls Royce of carpets. Knowing what a Rolls costs, I knew we were in trouble!

Now camerepparttar 139412 price. Habib opened his calculator and started entering numbers. In a few seconds he turned to us and said, "In US dollars, this carpet is $5,300." Now I was prepared for a shock, but that was way out of line with our expectations, so letrepparttar 139413 games begin.

After many cycles of offer and counter offer, we finally set our firm price at $2,000. Habib said, $2,500? I apologized and assured him that my offer had nothing to do withrepparttar 139414 quality of his carpets but simply our budget and $2,000 was already $500 over our budget. We settled on $2,000 and walked out with our new rug.

But what had I learned? First, that Habib, Azad and his family were willing to spend a great deal of time with us before we ever talked price. The tour ofrepparttar 139415 Mosque,repparttar 139416 dozens of rugs, andrepparttar 139417 wonderful tea all added value torepparttar 139418 sale.

We had also seen a great example of Team Selling. Azad didrepparttar 139419 prospecting,repparttar 139420 cousins maderepparttar 139421 presentations and Habib wasrepparttar 139422 closer. They worked together like they had rehearsed it a hundred times. In fact they had, and as a result their communications were flawless. Azad brings in 10 prospects each day and Habib has a 70% closing ratio.

We can learn a lot fromrepparttar 139423 real pros in this world.

For a free copy of "5 Steps to Building a Great Sales Team", please email article6@waterhousegroup.com and ask for article #6.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139424 following conditions are met:

The complete tag withrepparttar 139425 author's name and contact information is included immediately afterrepparttar 139426 article. A copy ofrepparttar 139427 printed article is mailed torepparttar 139428 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


Smash the Window!

Written by Steve Waterhouse


Continued from page 1

Third, panic early, is my favorite step. Donít wait until you are standing there in a flop-sweat to decide what to do. When everyone is inrepparttar room andrepparttar 139408 demo system is clearly not having a good day, move to your screen shots in PowerPoint or callrepparttar 139409 whole thing off and reschedule. Better that than having your team looking likerepparttar 139410 Three Stooges in front ofrepparttar 139411 client.

Fourth: If all else does fail, fail with grace. Keep your sense of humor, respect others time and move on. If you anticipated this situation, itís easier to be cool, or at least fake it.

Finally, remember thatrepparttar 139412 world works onrepparttar 139413 Law of Positive Negatives. In other words,repparttar 139414 world likes those who recover well. Iíve seen presenters who forgot their lines, get a standing ovation forrepparttar 139415 way they handled it. Iíve seen customers award contracts to sales people after they recovered well from a disastrous demonstration. Why? Because we are all human and we connect with people who are real; like us!

The big thing to avoid is getting trapped inrepparttar 139416 Blame Game. Thatís where we blame everyone else forrepparttar 139417 situation and take no ownership. Whenever you do, youíll find yourself locked in a fight and rapidly moving further from a solution. Thatís why I wrote my most popular book, Endingrepparttar 139418 Blame Game. I had had it up to my ears with sales people whining aboutrepparttar 139419 factory did this or my manager did that. Who cares? Not me. Notrepparttar 139420 client. Certainly not your boss. The sooner we acceptrepparttar 139421 blame,repparttar 139422 sooner we see ourselves asrepparttar 139423 solution. Inrepparttar 139424 end, it doesnít matter whose fault it is. All that matters is who is going to fix it.

About my bossÖ He was sitting there in my chair at 7 am to tell me two words: We won! The buyer had faxedrepparttar 139425 order inrepparttar 139426 night before, after I was already onrepparttar 139427 plane home. I was lucky, but I had learned a lesson that I will always remember.

BTW, Bill never charged me forrepparttar 139428 car window. I guess he figured that his $10,000 commission onrepparttar 139429 deal covered it.

For a free copy of "How to Leave a Voice Mail That Gets Results", please email article20@waterhousegroup.com and ask for article #20

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139430 following conditions are met:

The complete tag withrepparttar 139431 author's name and contact information is included immediately afterrepparttar 139432 article. A copy ofrepparttar 139433 printed article is mailed torepparttar 139434 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


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