• Are you in a sales slump?
• How do you know?
• Are you doing everything that you should be doing in your sales life to position yourself for success?
• Are you genuinely attempting to help people daily?
• Do you deserve to make the sale?
• Do you sincerely have your client’s interest at heart?
• Have you made it easy for your clients to say yes to your offer?
• Are you following up with potential clients in a regular systematic way and not being bothersome?
• Are you getting better at sales?
• Have you modernized your sales approach or are you attempting to sell today the same way you and your company sold five years ago?
• Are you utilizing all your strengths and asking for help?
• Are you finding joy in your work?
• Are you studying your craft?
• By working the exact same way is your business going to get better or worse?
• Are you keeping the responsibility for your success or failure or are you trying to give the responsibility to something outside yourself? The economy, the city, the customers, your product or service, etc …
Archive for the ‘Uncategorized’ Category
• Are you in a sales slump?
True or False:
• Because of the economy, no one is buying anything
• No one has any money to buy
• The economy has never been this bad before
• All the customers are trying to get free stuff or do it themselves
The answer to all of the above questions is false.
Yes the economy is tough, and yes it is more challenging to make sales but, sales are still being made. People still need to buy cars, and homes and washer/dryer sets. People are still buying jeans and jewelry. In every economy and at any time in history some salespeople succeeded and some did not.
You are about to learn or relearn the secret to selling in a tough economy. In a word, the secret is Dollarization. Dollarization is a way to justify money spent on a purchase in terms of actual dollars earned or saved.
The product or service that you sell has benefits and those benefits are worth money. Each and every benefit that your product or service provides can be dollarized, it can be expressed in a dollar amount. For example…
• The plumber can either sell a $100 service call or he can sell the $100 service call that saves the $1000 carpet.
• The office supply salesperson can either sell the $1000 copier or he could sell the $1000 copier that saves the company more than $6000 per year in increased productivity and decreased downtime.
• The Radio Advertising salesperson must be able to show how spending $600 in radio ads can yield greater than $2400 in increased revenue.
A classic example is the choice that has to be made when buying tires. Because of money a customer may choose to buy the $30 tire with no warranty vs. the $80 tire with a 70,000 mile warranty. That $30 tire may last up to 6 months and then need to be replaced. That $80 tire will last 4.66 yrs before needing replacement. So let’s do the math. $30×4=$120 for 6 months. Times two equals $240 per year times 4.66 = $1,118 vs. the set of $80 tires = $320 over a four yr period the $80 tire saves the customer $798 which is Significant.
At this point, some of you may be thinking that what you sell cannot be expressed in terms that show a savings or of earnings of money. I submit that whatever you sell it can be Dollarized. Do you believe that time = money? How much is your time worth? How much is your customer’s time worth?
But I’m a masseuse how can what I do be justified in terms of either money or time earned or saved? When your client’s leave you do they feel better, more relaxed than they did when they came to you? Is it possible that as a result of feeling more relaxed there thinking is clearer? Their creativity could be ratcheted up. As a result of your excellent massage your client may just simply work better / more effectively. Consequently earn more money. Maybe if your client did not get their regular massage they would be less productive. Hmmm.
What you sell can and should be Dollarized. If you think what you sell cannot be dollarized keep asking yourself what benefits does my product or service provide and keep asking that question until you find the money earning or money savings in what you offer.
Today’s champion salesperson does sell the two things that all of your customers want.
1. A solution to at least one of their concerns.
2. To be made to feel important.
But in addition to that today’s champion salesperson also sells Money.
“Go forth and be prosperous salesperson because everyone in your circle of family and friends needs for you to be successful”
For more information on Dollarization read the classic best seller “How to Become a Rainmaker” by Jeffrey Fox c 2000
Referrals are not given, they are Earned.
Ok. You have done the hard part. You have earned their business. You have provided for your customer an excellent product or service. Now is the time to mine for gold. Referrals.
Here are five ways to earn more referrals.
- Become friends with your customers. Get to know them socially. Go to the functions they attend. Greet them as old friends when you see them out. Customers who are friends with you naturally want to put you in touch with their friends.
- Provide fantastic service. Not only must you deliver what you sold now you must provide outstanding service. Answer or return every call quickly. Help your customer.
- Anticipate their needs. During the sale and after the sale anticipate future needs and let your customer know you can and will be helpful.
- Add extra value. In addition to what they bought, what else can you do for your customer?
- Give referrals to your customers. Refer potential customers to your customers. But do not refer in such a way as it looks like you expect something in return. Do it to help your customer.
By doing these five things you will have earned the right to ask for referrals and you will be blessed with referrals from your customers.
Excerpt taken from the classic book written in 1940 by Dale Carnegie “How to Win Friends and Influence People”
Six Ways to make People like you
1. Become genuinely interested in other people.
3. Remember that a person’s name is the sweetest most important sound in the English language.
4. Be a good listener. Encourage others to talk about themselves.
5. Talk in terms of the other person’s interest.
6. Make the other person feel important-and do it sincerely.
These six points were truisms then and they are truisms now.
Sports are the best example.
To compete you need a coach. The coach is there to teach, to watch, to correct, to motivate and to encourage.
I want to be your Sales Coach. I will teach you the most successful and the most modern sales tactics.
I will motivate, encourage, track your progress, plan your future success, celebrate your victories, and endure your losses. I will be your own Very Personal Sales Coach. Try me.
The two things your customers and clients want most from you.
1. Make them feel important
2. Solve one of their problems
No one wants to feel like one of a number. We all want to feel special and important. Your customers will reward the people that do that for them with their time, business and referrals.
None of your customers expect or even want you to solve all of their problems but they do want you to solve at least one of them. You must be able to articulate that you can and actually execute a plan to solve one other their problems.
This instruction, though brief, if you will keep it in mind whenever talking with a customer or client will be amongst the most valuable things you have ever done.
Even if you had bought any of the above mentioned items you didn’t want it.
• You may have bought the “how to” book but, what you really wanted was the potential solution to a problem.
• You may have bought the new bed but, what you really wanted was a good night’s sleep.
• You may have bought the new car but, what you really wanted was stylish, reliable, transportation.
• You may have bought more than one pair of shoes at a time but, what you really wanted was options in footwear.
Your customers do not buy what you sell, your customers buy what your product or service will do for them. Sell that. Sell the answer to the question “what will this product or service do for my customer?”
Selling is a process and there is no way of getting around the process. However the single most important part of the sales process is still the Sales Person. Therefore taking great care of the salesperson should be the most important thing you do. The salesperson needs to be educated, coached, nourished, fit, and well rested. I help with the first two parts.
Yesterday, I was at a networking function and someone asked me what is the key to being a great salesperson?
There are many keys to being a great salesperson and a networking function is probably not the best place to explore them all but I did give him an answer.
I believe the first Key to being a great salesperson is the understanding that not everyone is your customer. There are certain people that you and your product or service matches up with better. Your job as a modern day salesperson is to define your best customers and target them relentlessly. I can help with this mission.
Appreciate- to be grateful for: to value highly: place a high estimate on: to be fully aware of. When you appreciate people, you appreciate. When you dont, you depriciate.
Today, how can you show your customers you appreciate them?
Here are some quick ways to show your customers that you appreciate them, and it won’t cost you a thing.
• Say “thank you” look for reasons to thank your customers.
• Use their first names often. For most people our favorite word to hear during the course of a day is our own first names and none of us hear it often enough.
• Listen to your customer, really listen. Listen as if your learning something that is or is going to be important to you because likely it is.
• Ask them “what kind of customers are they looking for now?” and then try and refer business to them
Brian K McNeill