Is closing a perishable commodity?
By Ernest Falkner III
Zillion Dollar Thinking
This is a follow up to a previous post explaining why the older folks may avoid green bananas, but maybe why you as a salesperson should consider how to put them to profitable use.
For those who believe that decisioning is the new selling, you may want to consider this sales concept. Of course, this sector of selling would definitely fall under the narrow category of perishables, and that alone becomes a unique selling point, which can only add to your unique differentiation.
Here’s the concept: calculate how many closing presentations you may have scheduled for the week. You will want to have located where you will buy your green banana stock ahead (Note: they should be purchased the same day of the interview and not left in a hot car).
Here’s the deal: have a green banana ready. If the interview becomes one of “I want to think about it” (an estimated that 50 percent of them do), then produce the banana and say “We have found that when folks get to this stage of decisioning, sometimes in these cases, it helps to have a tangible object that has a perishable time line.” (you may even point them to my green banana blog post.)
Once I hand this to you, the clock will be ticking, and I would ask that you let me call you with the condition of the fruit before it gets rotten or uneatable and ask for your decision — usually within a week. In other words, the banana becomes a practical reminder for both of us. Fair enough? Oh, and should you have any questions or concerns in the meantime, our sticker (like the Dole logo) is here on the banana with all our contact information.”
Now, how many times have you seen that approach? As a line extension, consider how many other perishables you can use or include in your unique presentation arsenal (fruits, veggies, meats, etc.). The objective would remain the same.
In this case, we are employing a fruit that is green.
Question: Who knows, if you used this technique repeatedly you could qualify as being the creator of a new sector of green jobs?
As always, you decide.
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