If you could summarize sales into just 1 thing, what would it be?
Well, here’s what I think: RESISTANCE.
Sales is about removing resistance.
Think about it:
If there was no resistance, your client would simply take your paperwork and sign with your pen, and buy the boat. But, they don’t do that because there’s a lot of resistance in the way you’re selling your product to them.
If you’d like to know how to remove resistance — so you can sell more boats — first, you need to understand what sales are made of.
Boat Sales is made of 4 things:
First, sales are made of customers: so, let’s imagine John and Mary are your customers and they’re looking for a boat.
Second, a product, so let’s imagine you’re selling a SeaRay 35.
Third, a salesperson, this is you.
And the fourth thing you need is message to communicate.
Now, guess what? If I teach you how to remove resistance, it will be the easiest and shortest way for you to make a sale. Now, for me to show you how to remove resistance I must first show you what resistance is made of.
Resistance is made of 3 things:
1. Reactance: Fear of the sales person and sales pressure. And you know that people hate being sold out there. In fact, a survey in 2010 revealed that sales is the 2nd most hated profession in America, after politicians! Why? Because people hate being sold.
2. Skepticism: The fear of the product itself. The fear of the offer, the price, the contract.
3. Inertia: The fear of moving forward.
How to Create Shortest Path to the Sale
And if you know how to remove reactance, skepticism, and inertia, you’ll create the shortest path to the sale.
However, there’s more to selling boats than that.
Because — and to your surprise — you must also realize that the old way of selling boats doesn’t work anymore. In fact, and as I like to say, traditional boat sales is dead. And if you’d like to discover why and how you can adapt so you can boost your boat sales…
Then I invite you to join the 7 Day Boat Sales Transformation Program.
Just hit the link to learn more.
To your success!
— Vincent Finetti
Founder & Instructor
Yacht Sales Academy