This very nice lady calls me about once a month and has for the past couple of years. I did buy some great pens from her a year or so ago but I'm not what you would call one of her best customers.
This time she was selling keychain flashlights.
"Jim, these flashlights are great and your customers will love them." "You can put 4 lines on them, a lot of my Realtors are putting something like: 'in the dark about buying, call Jim @........', or, 'let Jim light the way to your new........'., you get the idea.
She then went on to say that; "they sell retail in stores for $4.95 but wait, Jim, that's not your price." Your price today is only $2.99 for a minimum order of 75."
I said no.
She then goes on to say if I buy the 75 she'll throw in another 25 FREE bringing my unit cost down to only $2.99 each.
I say no again.
"OK Jim, final offer", she says; "today I do them for only $247.50 including shipping and tax, that's the best I can do."
I say no.
She then says, "OK, you have a great day; I'll talk to you again soon."
Three closes; three "nos", it's time to move on.
The point of me telling you this whole spiel is to demonstrate what a great salesperson this lady is.
Persistent.....yep. Upbeat.......always. Selling.........yep. Presentation........yep, I could visualize the flashlights from her description.
But the best (and most educational) part of her call what that she knew when she wasn't getting the order and disengaged to move on to the next call.
Essentially she said, "Next" and moved on because she realized my business wasn't gettable at that time.
I wonder how much our personal business would benefit if we spent more time developing our "NEXT" skills and learning when to move on because a person we call a buyer will never buy and a seller we thought wanted to sell their house does want to sell but for far more than the market is willing to to pay?
Do you have great "NEXT" skills?
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