Fighting Generals is a sales tip that highlights the dangers of generalising customers.
http://www.youtube.com/
After 16 years of working with salespeople Neil Pursell, Managing Director, Martec Europe, identified a common thread existing in exceptionally good sales people.
Legendary salespeople do not generalise. Salespeople that aren’t quite on top of their game usually pre judge customers and often get the judgement totally wrong.
This is a totally understandable process however it is a BAD one. Even though the last prospect that came into the showroom at 12 lunchtime didn’t buy a car, the next one might!! Even if he gave you the run around…
Neil shows legendary salespeople to let the customer decide for themselves if they are going to buy or not. The tip is to let the customer make their own mind up!
Fight the generals, fight generalising prospects.
Another great tip from one of Martec Europe’s consultants!
www.martec.co.uk
