Signtronix

The Secret of Top Salespeople – By Buddy Swisshelm

Use Their Name

• The sweetest sound to everyone is their own name.
• Decide to make a friend
• Learn how to remember their name
• The most important other person
• Make it personal

Ask Them To Tell Their Story

• The sale only moves forward when they are talking.
• You will always like and remember the person who listens to you.
• Be interested and curious about their success.
• Become amazed.
• Ask business advice.
• You can tell how they make decisions by listening to how they got to where they are.
• Be the person who believes in their dream.

Get A Tour

• I love to have them show me around.
• Let them tell about how they built their business.
• If new, let them show you where things are headed.
• Walk outside to see where the sign will go.
• If you can see where they want to go, you have a better idea of what they want.

Find Out Their Goals

• If you can gain rapport to the level where they will share their goals, you are selling this sign!
• Give them feedback on how our product will help them in their business goals.  This is a reason you are there.
• If you know their goals, you know their hot spots. This will be very useful in the profit picture and close.
• Help them to think big!!!!

Find Common Ground

• If nothing else is working, find common ground.
• Look around.
• You must be sincere.
• Since gaining rapport is more important than building value, finding common ground should take more time than building value!
• Make a friend.

Commit to something… anything at all.  If you can’t commit to something big then commit to something small… but commit.” ~Steve Ingemi