Defining Strengths & Weaknesses
This month, Dealerscope thought this sales column from retail expert Rick Segel applies well to
the world of warranties, as extended services
are part of the most difficult stage of the sales
process—closing the sale.
Someone came up to me after a recent speech and asked me how much training I had as a speaker. It was one of those special days where I was hitting on every point and the audience was right with me from start to finish, so I was flattered with the question.
My response surprised her and took me on a journey that I had never expected to travel. I said, “I really haven’t had much formal training other than a couple of sessions with a speech coach who evaluated what I did right and wrong and told me the things I needed to work on.” She was sure that I must have studied for years but I off-handedly said that all of us have one thing we are naturally good at, and finding it out is the challenge. I went on to explain that when I was in the store I was great at greeting a customer and suggesting the right thing but was never really strong at closing the sale.