How to blow a sale 101.

[cracker]

I do drive up sales at a full service car wash. No I haven't been doing wsr but
I sell upgrades on car wash services.

The company I work with has an onsite glass tech. He does great repairs with the Delta kit but has almost no sales skills. (Remember people are comming to us so selling wsr should be a snap). He talks to alot of people but rarely does a repair. So I told him I would help him with his presentation.

Here's the senario. At the time the customer drives onto the lot he (wsr tech) looks over the windshield as I am selling car wash services. He signals me the number of chips they have on the windshield. I then ask the customer if he has priced out a new shield for his vehicle. Of course he says no because he doesn't see crack running accross his window he has three chips.

I proceed to tell him that it's probably a matter of a short time before it cracks out and that he'll eventually have to spend a couple hundred dollars or more for a new window. I then proceed to tell him that the window guy can fix it right now with nothing out of his pocket and heck the wsr guy will probably comp the wash. (Which he will). I tell him to hand me his insurance card and he'll get rolling with the insurance company.

The guy hands me his card then asks how long it will take. I tell him "only a few extra minutes it's no big deal." (In walks the wsr guy) I hand him Joe Blows insurance card. Done deal right? Right then the wsr guy goes into some diatribe about how the guys rates won't go up and and the resins that he'll use to repair the damage. The guy freaks out and want's his insurance card back then goes into some b.s about calling his agent first.

Keep in mind the guy didn't ask anything about his rates going up or how it was going to be repaired. The wsr guy was just excited about getting a deal for the day and blows the deal. This similiar situation happened three more times throughout the day. I got the insurance card and the customer backs out.

I told him that the magical moment is when they give you their card and once you get it shut up and go to work. Quit frickin selling when the thing is already sold.

[GlassStarz]

Some guys would have trouble selling Brad Pitt in a womens prison.

[DaveC]

Best advice I could offer is to get your WSR guy to pickup a sixpack (or two) and to spend a few evenings perusing this forum.

[magicogar]

I blew a couple of interviews by talking too much. I impressed the manager but later I think I blew it when I said something that I shouldn't have. Live and learn.

[jeff2]

There are many lessons to share about "selling", but the one here is indeed there is a time to just stop talking. I do sales over the phone and someone shared the concept with me and it has been invaluable. You want to keep talking, but you just stop after giving your pitch and wait, it seems like forever, and then you get the commitment. It's like magic! :eusa_clap It is a hard thing to master, but well worth it. This goes for a one person operation or a team. IMHO

[screenman]

We have 2 ears and 1 mouth tell him to do twice as much listening as he does talking.

You just got to look for those buying signals they can sometimes come earlier than you think.