Speed Up by Slowing Down– What! Have I lost my mind you ask? The very best sales manager I know closes more sales at a furniture store by not allowing his salespeople to take more than one customer at a time. The overflow customers are greeted by managers and worked until the next salesperson becomes available. Each customer has the undivided attention of their salesperson and the results are more sales. When a store is busy customers will buy faster because of the excitement generated by the traffic. They do not need to be rushed to buy.
Now is the time to follow your system to the letter not deviate from it. Don’t get hung up on the word system. What I am referring to is not a sales system, but your sales system, what you are comfortable with and has worked well for you in the past. Take the time and give the customer the attention they need to engage them and develop rapport. Once rapport is established the single most important step in selling is fully uncovering their needs and wants. By taking more time building rapport and uncovering needs you actually speed up the selling process.
Wishing You Success!
Pete