Sell More Now Reduce non-sales activities. Read Leslie’s article
Just having celebrated the 4th of July, I am always struck with the blessings we have here in this country. The choices in professions, lifestyle, free time, religious beliefs, political parties, hobbies, education options and the list goes on! So what does this have to do with sales and business development?
Focus Point # 14. Keep a positive mental attitude and remember that your future is based on your performance!
Service Attitude: It affects client actions.
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June 27: Goal Setting and Planning July 11: Asking the Right Question and Overcoming the Objections That You Know Will Come! July 25: Sell More Solutions to your Current Customer Base August 8: How to Get that First Appointment August 22: Discover What Kind of Presentation to Deliver and How to Deliver the Presentation September 12: Manage the Relationship NOT Just the Project September 26: What it Takes to Make it!
“I shouldn’t call these prospects at 8am because they are just getting in the office. I’ll give them some time to settle in.”
- “I shouldn’t call these prospects at 10am because they’ll be in meetings.”
- “I can’t call now because it is lunch time.”
- “I shouldn’t call now because they are probably returning phone calls after lunch.”
- “It’s 3pm and calling now is a bad idea because the prospect is probably not in the mood to talk to a salesperson this late in the afternoon.”
- “I can’t call now because it is 5pm and it is time to go home. I guess I’ll try again tomorrow.”
Salespeople across all industries and experience levels ask me this question: The reason they ask is because they are trying to avoid making the calls so they as use the best time as the excuse.
The best time to make a call is any time you will actually make the call!
Focus Point # 13: Establish a routine that allows you to be productive.
I embellished this article from the April newsletter to drill down on this concept and further illustrate how your attitude can effect clients’ actions!
It is interesting to look at the world around me through the eyes of a sales coach, business development trainer and motivational speaker. . .always evaluating the service of a company’s personnel or their sales person. I seem to see and ultimately measure my experiences by ‘Do they treat all of their customers like that?'; ‘Why did they say that?'; ‘Do they have any clue what conclusion I come to when I hear that?’
Focus Point # 12: Be a good sport and treat others fairly in competitive bidding situations, etc.
I consult in many different environments and company cultures and think that morale has a huge impact on performance and motivation. Do your employees and team members feel appreciated and why does that matter? Here are a couple of articles that offer some insight into the importance of appreciating other people skills and efforts!
Focus Point # 11: Be there for others when they need some assistance, support or counsel. Read full newsletter
I recently had lunch with 2 of my long-term friends who are both consummate, dynamic, evolving sales people. They possess skills that set them apart in the world of relationship selling. We discussed how so much more is required of sales people today to keep revenues up, customers happy and attract new clients.
Focus Point # 10: Make a real effort to get along with the other people in your office.
It is interesting to look at the world around me through the eyes of a sales coach and consultant…always evaluating the service of a company’s personnel or their sales person. I seem to see and ultimately measure my experiences by ‘do they treat all of their customers like that?’ ‘why did they say that’, ‘do they have any clue what conclusion I come to when I hear that?’
Focus Point #9: Say “thank you” when someone goes out of his or her way for you. Yes, we do know how obvious this tip is.
A client recently shared with me that he does well in a down economy because he works really hard to stand out among his competition and offers leading edge technology and competitive pricing. His thoughts are that buyers and decision makers are trying really hard to make their mark within their companies, trying to reduce their companies costs and/or improve the quality of the products or services they buy.
Focus Point # 8. Smile and look directly into the eyes of your clients and associates. Read January Newsletter