Staying Afloat When the Office is Flooded with Prospects

Posted: September, 19, 2014 | Categories: Team Development & Company Culture

Ever wonder why prospects arrive at the sales center at the same time? The answer to the question is: Traffic Signals! Typically they will get grouped together because of signal zones.

The prepared sales associate needs to be equipped to handle groups arriving together and tailor their greeting for all. Asking one member of each group to kindly register is the start to a successful sale. Remember not to ask too many questions during the brief registration; it can be distracting or irritating to your customers. But qualifying each group is crucial to triaging the traffic to know Who and How to concentrate your efforts. By asking at least three open ended qualifying questions you will have a base to jump start the sales process. Be a sales leader by touring the entire group on at least one or more of your model(s) and let the sale unveil from there.

By JoAnne Williams
Founder, President and CEO

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