One of my favorite sit-coms is Modern Family. And one of my favorite things is when Phil Dunphy reminds his family the best way to deal with a crisis situation: “Slow is Smooth and Smooth is Fast”.
Love it! It’s true, too.
When you take this wise advice and apply it to your sales technique, it will SPEED UP YOUR SALES!
Here are some examples of good times to go SLOW to SPEED IT UP!
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- On the phone. Speak slowly. You know what you are going to say. They don’t. Give them a few seconds to catch up! (And if you don’t know what you’re going to say, you should DEFINITELY slow down. A pregnant pause gives YOU time to think and puts them on the edge of their seats wondering what you are about to say.)
- When it sounds like they are ready to buy. I know you want to jump in! Grab the order form. Start the contract. WAIT FOR IT. They have given an indication they want to buy. Take a pause. If you jump in too fast, it may scare them off! Be cool. Of course, they would say “yes”. Move smoothly into the next phase with full confidence.
- When they are signing the paperwork. Any time someone is filling in paperwork or reviewing the contract or signing on the dotted line. BE QUIET. Let them do it. This is the most important time to slow down and let them move forward without your help. ANYTHING you say now besides answering their questions puts your deal in jeopardy. Also, if you don’t slow down, you might miss the one place they need to initial or a critical element of the agreement – which means you will have to go BACK to them and ask for more. Not good! Slow down. They are clearly agreeing – or want to – give them time to do the work they need to do to close the sale.
Now, you! What are some key points of the sale where it speeds things up when you slow it down?
Love ‘em UP!
The Irreverent Sales Girl
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