As a newbie on the truck, you will find yourself giving a presentation that doesn’t go so well. This is the perfect time for you to try one of my favorite closing techniques…the New Guy Close.
You use this closing technique when the demo is done, and the customer has said no. You simply say, with your tail a bit between your legs, “Mr. Prospect, as you know, I am pretty new at this, and I respect that you are not going to buy my whatever. I know this is a good product, and I know my company sells a lot of them. Could you help me by letting me know how I could improve my presentation skills and what I missed when giving you this presentation so the next time I will do better?”
You will be amazed how most people will open up and let you know what you did right and where you could improve. And sometimes, they will say something like, “I was hoping this product had this capability," or some other point you missed and you reply, "I can’t believe I missed that feature/benefit. My product does do that. Now that you know my product will meet your needs, do you want to buy it?”
It really doesn’t matter if you’re a seasoned professional jobber or new on your truck last week. Make your calls, present your products, keep your promises, don’t discount your products, and ask for the order.
