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I am not a perfect salesman but I have found success by carefully honing my skills and presentation-style to resonate with a particular target’s personality, my perception of their needs, and how best to push them past the goal line of a closed sale.
While I often think I know exactly what to do and who to be “in the moment” and it is hard to put that “stuff” into words as it is more embedded inside me, I can assure you all that I do not tell prospects what he/she wants to hear or misrepresent what Bookt has or what we can do. When and if I ever misspeak, I correct it fast. If I am not sure, I call the Bookt expert right away and then call the Vacation Rental Manager right back with the right answer.
The above are general statements but are also my specific approach to telling the truth in the moment with a Vacation Rental Manager. BTW – telling the truth in the moment is, itself, an amazing sales technique. 9 times out of 10 the prospect moves farther faster in the sales process right after the truth be told. In 7 out of 10 cases, they are ready to move forward. In 2 out of 10 cases we both know that Bookt is not right for them. Either way – the sales process has moved forward to either a resolution (we cannot help them) or to okay – I can live with that – tell me more.
Another general statement is this: My brand of salesmanship is not BS. My brand of salesmanship is just plain B. B for bullish. Bullish and confident about the power of the Bookt Platform and the power of the Bookt Team. Bullish not bull. I am self-aware, because so many people have told me that why they buy from me as a salesperson …is my confidence. My enthusiasm and my confidence in what we have and what we do.
I am not a perfect salesperson. I am not the best salesman that there is. I try to be the best sales person that I can be and I am comfortable telling someone that our thing may not be right for them. I am also proud to tell a Vacation Rental Manager when our thing is perfectly right for them and will help them fix what’s broken in their process and take them farther faster in their business. Are you a Vacation Rental Manager who wants Bullish not Bull? Who wants to hear the truth in the moment? Good or bad??? Call 1-800-941-0868 x 934 or email: joel@bookt.com. There has never been a better time to get bullish and Get Bookt!
Posted by Joel Fellman on 8/30/2009 0 Comments