intangibles

This is the first in a series on Selling Intangibles. The specific intangibles I’ll be referring to are appointments (defined as a scheduled meeting—in the showroom, onsite, or using technology), accident protection, and financing.

Intangibles are different. They require an introduction to the concept before the request to take action.

As sales managers, we often say, “Bring it up early and often.” That’s accurate—but what do we really mean by that? Do we demonstrate and practice that process,…