Most of you are sales reps that scan the sales landscape for ways to
improve! And that you focus on your sales motivation with great care, never
forgetting that you are indeed responsible for your level of success!
Here are some tips that will resonate with you!
- Learn the Customer:
Every time you're with a customer, make it a point to learn something personal and professional about them. Don't
allow your time together to be so focused on the immediate business opportunity that you miss out on additional,
long-term information. It's the long- term information you gain that will help you retain the customer, and the longer
you have a customer, the more likely they are to refer others to you. When you're gathering information about the
person, look for items that are of common interest to you both. These are the items that will help you propel the
business relationship to the next level.
- Opening the Sales Call:
Always start off a sales call by covering three things: 1. Gain a clear understanding of the amount of time the call will
take. 2. Make sure the customer knows what the objective of the call is. 3. Relate the reason for the current sales call
to the previous sales call you had with the person, or to information you may have sent them. Connecting the current
sales call to something previous gives the customer the comfort of knowing you remember fully everything that may
have already occurred. This also gives the customer the comfort of knowing you respect their time and that whatever
is decided in this current meeting will be acted upon by you.
- "Your Price is Not High Enough":
OK, so you've never heard that line, but wouldn't it be great to hear it? A price can never be too high it's only too
high when we haven't taken the time to find out what the true benefits are of the item we're selling. Remember, there
is no such thing as "too expensive." There is only the belief that the potential gain from something is not worth the
cost. Next time you're about to buy or sell something, think in terms of the benefits the customer can gain from using
it and not the price you're asking. When it comes right down to it, there is nothing that is too expensive it only lacks
sufficient benefits to warrant the price.
- Celebrate Your Customer's Anniversary:
For salespeople who have retained customers for a period of years, it's special to recognize them and their
relationship with you. It's also a great way for your customers to realize how much you think of them and a great way
for you to take the relationship to an even higher level through this personalized type of communication.
- Hand-Written Business Cards:
Next time you're about to give someone your business card; take a moment to personalize it. If you take a moment to
jot on the card your cell number, a home phone number, or some other piece of information that is not already on the
card, you will suddenly make the person to whom you're talking feel very special. Chances are the person will never
call you on the hand-written phone numbers, but simply writing them on the card gives the person the feeling that you
are placing them in high regard compared with others who you meet.
- Speak With Your Face:
I'm constantly amazed at the number of times I run across salespeople who clearly don't believe what they're saying.
It is easy to spot in the person's face and body language. They take on a whole host of non-verbal clues, ranging
from non-expressive smiles with tight lips to eyes that lack any sense of direction. When we're selling to a customer
in person or on the phone, we have to make sure our entire face reflects the enthusiasm and excitement of our
words. Why would we expect a person to buy from us if we're not connected to and excited about what we're selling?
- Open Ended Questions:
Don't forget to use "umbrella questions" on every sales call. Umbrella questions are questions that work in any selling
situation and are designed to provide you with additional information. Examples of umbrella questions include: Why?
Tell me more. Share with me another example. Explain further. What are some other examples you could share with
me? You get the idea umbrella questions are ones that get the customer talking more about what they're looking
for. On your next sales call, challenge yourself to ask at least 5 umbrella questions.
- Customer's Goals and Objectives:
Do you know what goals your customers have? Just think how much more effective you could be if you knew the
goals of the person to whom you are selling. Find out what their personal and business goals are for the current and
upcoming year by asking questions and listening to their answers. In addition, let them know that you have set goals
for yourself. Explain your belief that it is essential for you to help your customers achieve their goals in order for you
to achieve your own.
51. Master the art of appropriate gift giving for your clients.
Some clients appreciate a holiday gift or birthday celebration.
That is an effective way to show your appreciation
for their business. If your client is a diehard sports fan and
your firm has a corporate suite or box seats at your local
stadium or arena, be sure to invite the client to a game.
But don't step over the line in showing appreciation for
business. Tom used to get inappropriate requests from
potential ad agency personnel for "referral fees" that
amounted to kickbacks for help in getting key accounts.
He politely declined.
You might hear stories about the different inappropriate
ways your competitors acquire business accounts. But stay
away from the temptation, because it can and will
get you in real trouble. In most industries, it will even
ruin your reputation in the long run. Most of us can see
that this type of behavior is morally wrong. After all is
said and done, you do have to look in the mirror from
time to time!
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