“Create your own unique test drive and you’ll find prospects taking you more seriously and gaining in their desire to speak with you more often.” – Tom Bloomer in today’s Tip 961
Did your test drive close the deal?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Tom Bloomer. Tom has been a proven sales leader for over 30 years. Starting as an entry-level sales rep, he eventually worked as VP of Sales for three of the leading direct mail advertising companies in the country. He also hosts the popular sales podcast, Ok Boomer, Teach Me Sales. Here he is:
Tom Bloomer: So have you ever bought a new car? While some of you may dread the experience like my wife does, I have always enjoyed it, and I look forward to my next new car purchase. Being in sales only added to my enjoyment as I love watching the dance. If you have ever experienced it, I am sure you can probably guess the first step the car salesperson always wants to make, it’s getting you in a car. Would you like to take a test drive? Well, of course, you would. And of course, they want you to.
So let’s talk about creating your own unique test drive experience. The one that includes the best version of yourself and your brand. One which promises good things to come to the prospects who choose to become your customers. What are you most passionate about? For many in sales, it’s the service you provide. The habit I would like to see you begin developing during today is to understand your unique traits and incorporate them into more of what you do regularly. You have the opportunity every day to create a desire in others to take you for a test drive.
So what unique gifts have you been blessed with? These need to be a key part of each test drive that you set up. Take just a moment and think about some past successes. What comes to mind? What were you doing? Are these winning, earning, achieving, being recognized, or maybe times that you were simply just told you did a great job at something. What elements came together to make that happen? What parts of your business brand are you most passionate about? You need to have your gifts and your passion on full display for every prospect.
Why is this test drive so important? Because it’s your opportunity to make sure your prospect.
1. Takes you seriously.
2. Pays better attention.
3. Actually considers your thought or proposal,
4. They gain a desire to see and speak with you more often.
These are the four outcomes you need to succeed in your dealings with most people. In many of these encounters, you may only have a minute or two to set yourself apart and create that desired follow-up. Unfortunately, too often it may only be in a short DM or even the opening of an email. Showing how you are uniquely different from the many other people they will meet today will be critical.
Think about the ways you can best set yourself apart when you’re face to face, eye contact, listening skills, and an air of persistence are important, and they take no time at all to deliver. Enthusiasm and confidence should go without saying, but often they’re the reasons we have failed attempts. If you’re comfortable with polite humor, use it on your test drives. If you have a strong intellect, if you’re good with data, bring it out. If you’re very knowledgeable about a relevant topic or product, make sure you show that upfront. And if you’re creative, find creative ways to truly set yourself apart.
These are your strengths and how you develop the needed enthusiasm and confidence to create that ultimate test drive experience for each prospect. If you want more clients, practice showing what will set your business apart from the rest. Use your gifts and your passions. Create your own unique test drive and you’ll find prospects taking you more seriously and gaining in their desire to speak with you more often. Picture your last new car purchase. Did the test drive close the deal? Will you close your next deal?
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!