Auotronics: The {O rules of noh-Glosing

j-\uornoNICS - r?. 1. The art and \f science,of working for free in a prolessional. commissioned-based ielling environment.

Quotron - n. l. A person who works in the sales field who confuses quoting prices with selling or closing: I'm at $350. what do va think?

the author in late 1990s

The Quotron has l0 rules for nonclosing:

I. Do not act or talk like you will get the business.

The Quotron is embarrassed to be a salesperson and acts like it. This embarrassment infects the customer. People want to do business with winners and people who are proud of what they do. The Quotron's attitude of submissiveness and defeat are selffulfilling prophecies.

II. Do not build rapport.

2. A person in the sales field who feels that the customer is inherently more important than they are, resulting in a lack of partnership selling and consequently, a lack of partnership treatment, margins, professional life. etc.

3. A lazy salesperson. Prefers to have the customer do all the work: What d'ya need and where do I need to be?

<Origin> 1600 Latin quota.The original sense "mark a book with numbers or with marginal references." Am. Eng. circa 198 I I'm Just a Waitron Unit coined by Nick Bartoli to note the futility of slingin' hash. Converted to Quoton Unit by

Some Quotrons think that the deal is the thing. They are efficient and work hard, but they only work hard at the business piece. The professional seller creates rapport with their customers. Many become friends, while the Quotron stays uninvolved, quoting prices and hoping they are the cheapest.

III. Do not be thorough in needs analysis (inquiry, nrq).

Because of indolence or intimidation, Quotrons are not thorough in the needs analysis portion of the sales call (i.e., quantity, shipment, price range). Detailed questions such as "When will you place the order?" are not asked. This slapdash approach to inquiry gives the Quotron only a vague idea of what the customer really wants, which produces vague results.

lV. Do not ask for the order. Quotrons do not ask for the order. They repeatedly give up after the first objection. Frequently the customer does not even have to give an objection! The Quotron's quotronity is so engrained, they don't even think to ask for the order. The attitude of the Quotron is. "l will give you a price and you decide."

V. Do not ask for the order more than once.

If we only ask for the order once in closing situations, we will fail in sales.

VI. Do not close on objections. Objections are a cry for help. If a customer is giving us an objection. they are thinking of a way our proposal will work. What is that way? Finding out and closing is the master seller's job !

VII. Ask for the order before need or desire has been established.

"Close Often and Close Early" is an example of a sales myth that really is a myth. Closing is timing. When we try to close before need has been established, it is irritating to the customer and non-productive in general. We must build rapport, be thorough in needs analysis, and then ask for the order.

VIII. Confuse value statements with closing statements.

Struggling sellers present features and benefits without closing. Telling the customer how great the product is or how great it will work for them without asking for the order is common amongst those with quotronitis.

IX. Always talk (before the customer) after asking for the order.

When it is the customer's turn to talk, let them talk. Do not take their turn! It is the customer's turn to talk after we ask for the order. We will not always get the order if we shut up after asking for it, but, 1007o-positivefor-sure, we will not get the order if we talk after asking for it. It also shows enormous insecurity, which will weaken further closing attempts (see rule #5) and nego(iations.

X. Answer questions without closing or asking a question in return.

Quotrons are information dispensers. Quotrons see questions as opportunities to serve, while closers see questions as opportunities to serve and close. This difference in attitude and action makes all the difference.

Don't be a Quotronclose !

James Olsen

Reality Sales Training (s03) 544-3572 james @ realitysalestraining.com

Biewer to Buy Pine Tech Mills

Biewer Lumber, St. Clair, Mi., is acquiring the sawmill assets of Pine Tech Inc., which operated two sawmills in Gladwin and Lake City, Mi. The deal is set to be finalized next month.

The facilities will be operated as Biewer Sawmill-Lake City LLC and Biewer Sawmill-Gladwin LLC.

"The synergy of both companies will give us the opportunity to better serve our customer base throughout the Midwest," said Tim Biewer, son of company founder Richard Biewer. "We are ready to take the company to the next level."

OSBMarket Now PanelMarkets

Silvaris Corp., Bellevue, Wa., has launched a new website to sell offgrade panels and industrial OSB.

PanelMarkets has the same userfriendly features as Silvaris' previous site, OSBMarket, but greatly expanded selection of grades and manufacturers.

Accessed at panelmarkets.com, the online marketplace focuses on selling furniture grade plywood and OSB, low grade panel products, MDF, particleboard, and other building panels. It features TrueMarket prices, which means buyers can select products at regionally delivered prices depending on their shipping locations.

"PanelMarkets is a great innovation in our industry," said Kurt Bray, president and c.e.o. of Silvaris. "Through e-commerce, we are able to help our suppliers sell their hard-to-move products more efficiently, simultaneously delivering cost and availability advantases to our customers.

Not All Suppliers Are Creoted Equol

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Shakertown

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By fay Tompt