This week we had a special surprise guest visit the office in Boulder -- Hugh Liddle!
For those of you who don’t know, Hugh Liddle and I were milkmen back in the day. Yes, we did door-to-door sales at a dairy farm that offered milk delivery in glass doors.
I learned a lot from Hugh. Selling a luxury product door-to-door during a recession taught me skills I still use every single day in selling and managing sales people at Ramblin Jackson.
Watch today’s video to learn three proven sales tactics that work in any industry.
Build Rapport Before You Talk About Business
People buy from folks they know, like, and trust. If people don’t like you -- they won’t buy from you! Focus on building rapport at the beginning of EVERY conversation.
Ask Open-Ended Questions… (and then Shut Up and Listen)
Try to avoid asking “yes or no” questions. Instead, get your prospect to open up and engage emotionally by asking strong open-ended questions which engage them in responding. Start questions with Who, What, Where, How, etc.
Focus on “What’s in it for me” and use “You can have statements”
No one cares about you, your education, your accolades, etc. -- focus on THEM. Use “You can have statements” that share the future joy they’ll experience from your product or service.
Check out Jack’s Interview on Hugh’s Podcast!
For more sales ideas, check out Jack Jostes’ interview on Hugh Liddle’s Sales Chalk Talk podcast!
