Want to become a better salesperson? More persuasive at anything? Maybe just getting the kids to go to bed on time? Entrepreneur’s Jeff Shore writes of a salesperson Garrett Buhl Robinson who honed his craft in a way anyone can master.
“Garrett Buhl Robinson is not your stereotypical salesperson. But he is one of the most effective salespeople I have ever come across.
Robinson is the author of three self-published books and, as any author will tell you, writing a book is much easier than selling a book.
My wife Karen and I caught a glimpse of Robinson as we leisurely strolled through New York City’s Bryant Park. I watched with growing curiosity from a distance as he initiated contact with scores of park-goers.
Most people politely walked by, but a precious few stopped to chat. And if you stop to chat with Garrett Buhl Robinson — trust me on this — you will buy a book.
Robinson delivers a rock-solid presentation in his own very simple sales format.
1. Initiate contact. Robinson positions himself at the intersection of two busy walking paths where he will most certainly encounter passers-by enjoying the afternoon. He greets anyone (and I mean anyone!) who makes eye contact with a pleasant and upbeat, “Hi there — how’s your day going?” Simple, authentic and effective.
Simple sales lesson: Talk to everyone in a positive and upbeat approach.
2. Discovery. When people stop — most do not — Robinson asks a simple question to engage them in the topic at hand. “Do you like to read?” (The answer is always “yes.”) Then he follows up with, “Do you prefer fiction or poetry?” At that point he simply picks up the book that fits the customer’s preference.
Simple sales lesson: Identify two or three quick qualifying questions that will help you solidify the interest of your customer.”
Read full story via Entrepreneur.com.
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Jim Woods is a personal and business coach, leader in workplace learning, productivity, performance, and leadership training solutions. He has helped hundreds of companies and individuals improve their performance, productivity, and bottom-line results. See a partial list of Jim’s clients. Hire Jim Woods to Speak | Follow us: Facebook| Follow us: Twitter | Skype ID – jim.woods79 http://www.innothinkgroup.com
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