Do you think your sales team is firing on all cylinders? Mike Townsend visited 70 stores as part of a secret shopper exercise and he says in those visits not a single employee asked him to buy anything. He offers tips to help your team close the sales gap.
Customers can be confusing. I don’t like to be confused, so I’m a little pushy. I want to know what a customer is thinking. I like to assume the sale. I assume from the start that my chances of making any sale are great right from the get-go. I know that this attitude has won a lot of sales for me over the years, and it continues to do so.
Oh great, another expert talking about sales training.” Or, “What are his magic steps to a sale?” Well, if you got past the headline, I’ve got news for you. There is no secret sauce. No heroic “Glengarry Glen Ross” (Gen X’ers and Boomers) or “Wolf of Wall Street” (Millennials) story to inspire or scare you to death.