posted: Friday, May 20, 2011

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We've all been in a situation where we know our customer does not like us for whatever reason, or they just don't feel a connection with us. However, this is no reason to lose a potential sale. The turnover or T.O. is often the best way to handle these situations. Part of being a professional salesperson is being able to recognize and execute a turnover in a situation where a turnover may be the best option. After all, half a sale is better than none.

The turnover is not appropriate every time a customer has an objection, but in the cases where it is obvious that they would be better off with a different salesperson, then a profession turnover to a colleague is definitely a good idea. Just because a sale gets turned over does not mean that the initial salesperson is out of luck if that customer does buy something. They deserve at least some of the credit for getting the process started and being smart enough to hand the person off instead of just letting them walk out the door.

Turnovers are made for hundreds of different reasons. No matter what the reason, it is important to remember that you are often going to be the reason people buy much more often than the reason people do not buy. Just like a championship team, it is vital that you leave your ego at the door. If the best way for a sale to be made is to turn the sale over to a fellow salesperson, then turn it over. Just remember, there will be times when the sale is being turned over to you. A successful turnover program will result in increased sales for everyone on your team.

There are four major considerations or questions that we will begin to cover in next week's newsletter. In the meantime, just remember a half of a sale is better than none, and it's ok to use your teammates from time to time.

FINAO - Brad Huisken

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