What is a major sale?
I have been asked this question a lot, naturally this applies to all industries and there are many examples regardless of what business or vocation you are involved in.
For instance, if you are retailing television sets, a simple sale could be new batteries for the remote control unit. Also a making a major sale normally could involve more than one interview with a client.
Selling a property usually always means many discussions with the prospective buyer and one of the things most sales people forget is that time between appointments can be lethal.
The reason is because it is very common for clients to change their needs or requirements and guess what? The salesperson just normally assumes nothing has changed since the last appointment and once again yaps their head off giving the client information that has very little effect on a successful outcome.
It can be the same when buying a car, it is very rare a person makes an instant decision to buy a new vehicle when they first visit a car dealer. A simple sale for a car dealer could be a tin of polish or tire cleaner. Selling the vehicle is a totally different kettle of fish.
If only the average car salesperson really understood this; unfortunately the average sales person does not. When someone walks onto a car yard there is normally a little seed in their mind. It is likely they may be thinking of changing their car, or in fact they may fully intend to change their car. It is the job of a sales person to find out what that person’s intentions are, not sit in their little office tied to the phone or eating their lunch. I have seen so many car salesmen simply ignore customers and leave them to wander off to their competition next door.
The skill is to have that client expose that intention, uncover whether it is either implied or explicit. gathering this information takes a lot of practice, while this is very natural for a sales star it can be extremely difficult for the inexperienced or someone who has just entered the sales profession.
The real estate industry and the car sales business has to be the two professions where sales people come and go like the wind. Only those who are well trained usually last for the long term. In fact real estate must surely be the most transient sales profession there is.
We are currently compiling a very intensive sales course dedicated to both of these popular sales professionals. The focus is entirely on making major sales. In both cases we explain in detail how to ask questions that will expose those implied needs and how to ask further questions that will expose explicit needs. These explicit needs are vital to making major sales. You will be quite surprised to learn that an implied need rarely results in a sale.
Keep on learning, keep on selling.