Turn Every Customer Interaction into a Win: The Secret to Getting Commitments

"Sell it or Schedule it” isn’t just the name of my sales training program—it’s the goal of every customer interaction. The objective is simple: either write up the sale today or schedule an appointment to do so tomorrow. Period.

When you assume that EVERY customer who walks into the showroom is ready to buy TODAY, it shapes your thinking and actions. It empowers you to evaluate whether this customer is ready to buy now or if it’s best to set up an appointment for later.

Here are some steps to keep in mind:

1. Assess the Customer's Readiness: As you engage with the customer, pay attention to their buying signals. Are they asking specific questions? Do they seem decisive? This will help you determine if they’re ready to buy today.
2. Ask Directly: Don’t hesitate to ask the customer if they’re ready to move forward today. A simple question like, “Are you ready to make this decision today?” can clarify their position.
3. Present the Appointment as a Benefit: If the customer isn’t quite ready, suggest an appointment as a way to give them more time to make an informed decision. Frame it as an opportunity to ensure all their needs are met.
4. Stay Focused on the Outcome: Whether it’s a sale or an appointment, your goal is to move the customer closer to making a purchase. Keep the conversation focused on how you can help them achieve that.
5. Close with Confidence: If the customer is ready to buy, guide them through the process smoothly. If they need more time, confidently set up an appointment to follow up.

When you approach each interaction with the intent to either close the sale or secure an appointment, you take control of the situation. If the customer is ready to buy, your goal is to make it happen today—without pressure, but with a clear intention to guide them through the process if they’ve made their decision.

Now, go get intentional!

oxo,
Jody