hello this is hal coleman with yet
another
marketing moment i'd like to share with
you let me ask you a question when
you're selling
your services do you sell off the cuff
do you do a dance you're on your toes uh
and you just sell instinctively
based on your experience and how you
happen to feel at the moment
and you react off of what the customer
says to you is that the way you sell
or do you have a scripted presentation
that you have learned
deep down in your heart and soul that
you can deliver with passion
uh which way do you sell from a
presentation
scripted learned or off the cuff
most people in home services industries
especially like our pest control
industry
sell off the cuff they say i don't like
canned scripted presentations
well the reason they don't like them
really is because they don't understand
them they've never
had a good one and you and they can tell
when somebody's using the canned
presentation
and if you can tell somebody's using the
scripted presentation it's because
they're not doing it well
but top of the line world class
championship sales people
have a scripted well-defined
scientifically proven tested sales
presentation that covers
every base covers every objection that
the client
or the prospect could possibly have and
has been proven to be the
absolutely best thing that you can
possibly
say to somebody to persuade them to do
business with you
if you'll do that if you will learn
a great sales presentation you will see
your sales go up and your closing
percentages go up and if you say well i
close 75 percent of what i close now
if you can close 75 percent of them off
of the cuff
you could close 85 or 90 of them
with a better sales presentation trust
me
that's the way you rise to the top of
the game playing it off the cuff
is going to have you run off in the
ditch on many occasions if you've ever
done a great presentation for somebody
in the end they say well i
i don't know this looks good on paper i
just need to think it over
i just need to think it over you know
that you gave them too much
conflicting information you got them
confused and you got them into a state
of cognitive dissonance
and they couldn't pull the trigger and
they couldn't say yes to you okay
that's what selling off of the cuff does
a lot of times it confuses the bible
because you don't even know what you're
going to say before you say it
okay think about that
a well-defined laser sharp
crystal clear powerful compelling
dynamic hypnotic
and irresistible sales presentation
will get you more sales and close more
deals i guarantee it this is hal coleman
i hope this was helpful to you
now go out there get some more sales and
have a great day while you're doing it