by Michele Newbern Gillis
Staff Writer
Cruises and conga were the highlights of last month’s meeting of the Northeast Florida Builder’s Association’s Sales and Marketing Council.
Members of SMC dressed in boating and party attire to promote The Celebration Cruise, an upcoming event. Other members formed a conga line that snaked through the room while members of the audience were pulled in to join.
Pat McManamon, president of Selling Solutions, Inc. also livened things up a bit by introducing the 30-second commercial. He made the audience find someone they didn’t know and take three minutes to tell the other about themselves. He then went on to explain that prospects want to feel comfortable with sellers.
“Your potential as a sales person is determined on the information you gather rather than on the information you dispense,” said McManamon.
He said you have to establish trust with prospects before going any further. You do this by using the 30-second commercial and letting the person tell you about themselves and what they are looking for.
The seller should tell them how long the meeting will take, what will happen during the meeting and then let them ask you questions.
During this time, he said, you will find out if the person is willing to make changes or buy your product, if they have enough money and if you are talking to the decision maker in the family.