Debriefing #1 from "What do YOU have in mind?"

Is this your first visit?

Who cares if it is my first visit? This has always been a mystery to me…why do so many ask?

Will I get more or less service on a follow up visit? What did you NOT tell me on previous visits? Maybe the very thing I needed to know in order to buy!!

I know a very good sales manager who trains his team that no one buys on their first visit. What he probably means is that HE could not even think about it!! His people are trained to ask for an appointment…not a sale. They always hold something back…so there is something to discuss when trying for a follow up appointment.

Wouldn’t we all love to have our own sales facility across the street from this builder?

I always ask salespeople in my classes why they get so excited when they can recognize a returning guest, typically because of a memorable car, approaching their sales offices. A common answer is that they are probably there to make a buying decision and will get the salesperson’s best service.

HUNHHH!!!???

Why not give everyone your best service? Even those on their first visit. Statistically, up to 50% can buy even a home on their first visit. Statistically, about a quarter actually PREFER IT!!! So we should serve them according to what THEY have in mind.

My advice to those students is to treat everyone like a returning guest. Give everyone your best work.