Episode 363 – Corey Anthony – Conquering the Fear of Selling High-End
“Most people follow up about two times. But there’s stats out there that prove purchases above ten thousand dollars only close on the fifth and sixth follow-up—or later.”
In this episode, Tim sits down with return guest Corey Anthony (Sales Manager, Stûv) live from the Compact Appliances open house in Atlantic Canada. Corey was employee number five at Stûv North America, and he’s spent nearly a decade winning dealers face-to-face—now he’s teaching an entire sales team how to do it without him in the room.
In this episode, Tim and Corey cover:
- Why step two of the sales process—understanding the customer’s problem—is the step salespeople rush through most, and how Corey spent twenty minutes with a customer before mentioning a single product
- The refrigerator analogy that wins the coffee table battle—how simple, true stories beat a brochure full of factoids every time a couple sits down to make the final decision
- Corey’s add-three-zeros trick for matching firebox size to square footage—a dead-simple formula that works across every brand and keeps customers from getting lost in the world of BTUs
Don’t miss this conversation on conquering the fear of selling high end—because the difference between losing the sale and winning it often comes down to one more follow-up, one better question, and one story the customer can’t forget.
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Links from this episode:
WhyFire Pro: http://whyfire.com
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