Well, it’s 78 degrees and absolutely gorgeous outside.
Just a few short days ago it was 3 degrees in Texas and we had 10 inches of snow. Power in people’s homes was going out all over the state leaving people freezing inside of their homes. Many people had burst water pipes, and it was a mess.
And now it’s 78 degrees and beautiful weather.
As surprising and traumatic as that winter storm was to many people, your clients are already starting to suffer from short term memory loss. Even though it has been less than a week the pain of that event is already evaporating out of the minds of many clients.
As a professional technician and salesperson, if you cannot tell a story that brings people back to the events that just happened or to the future events that may happen, then your sales will absolutely suffer.
We have to recognize what we do in the business of selling. While selling, we are taking care of problems that clients already have or will have in the near future. That near future could be a couple of days, weeks or even months away, but it’s your job to recognize it and share that vision with your clients.
The problem is when it’s beautiful outside your clients will wonder why they need to have their heater checked. When it’s 78 degrees the worst seems over and lulls people into a false sense of security.
Why should your clients get a high efficiency heating and cooling system when the weather is great outside?
Great salespeople understand that they’re communicating what might happen. They don’t use scare tactics – they point out the truth.
If hundreds of thousands of people were without power for multiple days and could have used a generator, it’s a great idea to remind them how much they needed a generator. They needed it then, and they might need it again in the future.
You are going to have poor sales if you are always waiting for nature to be the motivating power behind your clients’ desire to spend money. If you can’t sell unless it’s currently hot, cold, or water is running down the wall, your sales are going to be very inconsistent.
You can’t wait on the customer to remember the pain of the past inconveniences – they never will.
You have to be able to generate the desire in your clients to invest now for what might come in the future. Bring alive the pain from the past – don’t let the memory go to waste. Bring people to the pain you see in the future, and make them understand why your services are so important.
If you want to know how to get much better at painting the picture for your clients and recognizing their future needs, then you have found the place for you. Here at Service Excellence we can help you achieve radical transformation and IGNITE THE POWER WITHIN.
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