This is the second biggest selling weekend of the year, I was wondering…do you have all the pieces in place to capitalize on the increased traffic?
A lot of businesses won’t be ready until it’s too late and will fail to capitalize on the opportunity. Because they don’t take the time to get ready, they will sell on price and give gross away. Do not let your people rely on the “sale price” to close the transaction for you.
To make the most of this weekend I want you to try these powerful tips to get your team in top shape:
- Sell your people on this sale. First thing you need to do is get everyone operating from the same playbook. Get them psyched and give everyone stiff targets and incentives for hitting them. Make sure everyone is committed to the game this weekend. Check all schedules and make sure you have 100% from everyone. If you have someone that’s not fully on board, you might want to put them on the sidelines at home. I have seen companies do more with less people just by getting rid of the lazy and unwilling.
- Get your people’s attitudes right. I cannot say this enough, but a great attitude is worth more than a great product! People will pay more for an agreeable, positive, and enjoyable experience than they will for a great product. Light your people up by practicing and role playing. This will show you who’s on board. Have them role play greeting customers with over the top enthusiasm, “Welcome and thank you for coming! Great to have you!” Sam Walton, the greatest retailer ever, started every sales meeting like this.
- Then have your team role play “agreement” with customers. As I write in Sell or Be Sold, this is the single most important and the most commonly violated rule in selling. Take three minutes and practice with your people agreeing with common requests they may hear from customers this weekend, and responding with, “I would be happy to do that,” “My pleasure,” “Right away, Sir” “I was just going to recommend the same thing.”
- Remind the team that every buyer gets treated like a millionaire this weekend. No “qualifying” people based on first impressions, how they dress or their ability to buy or not buy. Any of your team who believes they have the ability to pre-judge who the buyer is and who the buyer is not is costing your company a fortune. I have seen countless situations where I was told there was no way this would be a deal, but because I treated the buyer like they could, guess what? They did!
- Management needs to touch every customer early this weekend. Even multiple managers can touch customers and practice the same things you role played with your sales team above.
Further, if you would like to take it to the next level with more examples of meetings and material you can use to prepare your team, go to CardoneOnDemand.com, fill out the free trial and I will get you some extremely effective material to use.
Be great and kill it this Memorial Day!