Episode Details

Sell Me This Pen   If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling.   Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer.   Today, I show you the right way to answer this question and how it applies to home services sales.   The 4 Takeaways    1. Establish the need and problem by asking questions. Then LISTEN.   2. Provide a solution and get his agreement.   3. Ask if there is an opportunity to expand and up sell the sale.   4. Only after getting his agreement and trust along the way do we ask for the order and close the deal.   The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process.