Tales of Sales Experience
"Sorry, we don't need a check guarantee company," said the Office Manager of the large auto dealership as he was showing me to the door. As I walked past the rent-a-car desk I asked, "How would you like to accept a check just like a credit card?"
"What did you say?" replied the Office Manager.
"With Pre-Authorization Premium you can accept a check just like a credit card. Do you think that would benefit the rental car customers, as well as the dealership?" The Office Manager replied, "How would we do that?" The door was open for my presentation.
Premiums perk the prospect's interest by showing a business benefit they didn't know existed. Once their interest is peaked, you can outline your program and make the sale.
David Mierkey
National Sales Trainer
CrossCheck, Inc.
Want to see your name in print? The Green Sheet is looking for Tales of Sales Success. It's a jungle out there, tell us your adventures on the selling blacktop. What advice do you have for dealing with the natives? How can other Sales Professionals avoid the land-mines and quagmires that lurk along the selling process? Share your insights, experience, and hard-earned knowledge with other readers. Stories should be 100-150 words in length. Typed and handwritten submissions will be accepted. The Green Sheet will PAY you if we use your story $50 for handwritten submissions and $100 for typed or computer formatted stories. Send your submissions to Julie O'Ryan, Associate Editor, via e-mail greensheet@greensheet.com or snail-mail at P.O. Box 6008, Petaluma, CA 94955-6008.
