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Issue #52 ~ April 6, 2010 Printer friendly PDF file
5 Basic Sales Reminders
By Scott Gillespie
Every once in a while we need to pause and take inventory of our actions and activities in business and sales. With all of the hats we wear and everything we are responsible for, it’s easy to become overly routined, fall into a rut and lose focus on activities that could not only keep things fresh, but increase productivity as well.
Each of the five ideas I want to share with you this week may fall into one of two areas for you. They could be things you’ve done in the past but easily get put on the back burner. Or, they could be new ideas, especially if you are new to sales or business. Regardless where they fall for you, implementing or re-implementing these five ideas can not only re-invigorate your mind, but your cash register as well.
1. Dust off your creativity - Just as marketing is one of the first areas trimmed when things get tight for most businesses (not saying it should, but unfortunately it happens), creativity can be one of the things that gets sacrificed either when times are tight and your focus shifts to your books, or when things get crazy and you just “don’t have time for it” any more.
Regardless the reason why it happens, the end result is you’ve lost focus on your customer. What ultimately brings a new customer through your door, or brings an existing customer back to sign the dotted line, is the promise of, or memory of a great experience with you. Those memories are made through the creative actions or environment you provide. So take a breather, put your creativity hat back on and craft the experiences you want to provide to keep ‘em coming back.
2. Provide MORE Value - This can be a tough one whether you are a newbie or long in the tooth; whether things are slooooow or the phone is ringing off the hook. Why? The reasons are two-fold. On one hand, when things are slow, your mind can enter survival mode where anything else above the precise product or service you sell is too costly, even if there is no direct cost related to it. As a result, the little extra you used to put into your efforts disappears. On the other hand, when you’re riding high, the extra value you give can get pushed aside to make room for the next gal through the door.
Either scenario can be very dangerous. If your customers are use to a little extra value and no longer receive it, they feel alienated and may go looking elsewhere for it. If it’s a new customer and there is no additional value that separates you from everyone else, there is no reason for them to return. Therefore, maintain your focus and commitment to provide more and more value to your customers to keep their loyalties with you and your opportunity to serve them aplenty.
3. Know when to say when - This can be a difficult step to take. Unfortunately it’s one that happens only after most have been beaten up quite a few times before letting go. This is the “black hole” sale that disguises itself as opportunity, but winds up being a drain on your time, resources and ultimately your ability to go after profitable sales. The trap here for newbies is it’s difficult to identify and for the seasoned veterans there is the challenge to make this sale work.
One thing that can help you identify if/when a sale is or is becoming a “black hole” is to be sure you are asking great, open ended questions that reveal if there is truly an opportunity, if the person you are working with is the actual decision maker or if they are just kicking the tires. Always have a quiver full of these great questions. (For more information on great questions, check out Issue #25 - More Questions = More Cash!)
4. Take time to connect - This is so important on so many levels. Taking a few minutes with your customers to look for areas in which you can connect with them takes time and a conscious effort to do so. As such, this action can often be discarded or overlooked, especially if business is going good and your conscious efforts are focused on “the next sale” rather than solidifying the one you are working, not only for now but for many, many return trips to come.
Additionally, your customers will notice the interaction and feel special as a result. In general, and by nature, people are interested in people that are interested in them. Take time to get to know the “who” and “why” about your customers in addition to their “what’s.”
5. Look ‘em in the eye - This is very fundamental but often something that can slide when working a sale, especially when you are working with a tough cookie! Eye contact is a primal form of showing confidence. When it strays, your customer or prospect can lose confidence in you to provide the product or service they need.
Eye contact is uber important when presenting your price. One of the most frequent objections you may encounter is price. Direct eye contact when presenting price shows confidence in the product or service you are providing and the amount you are asking for it. For you, it can also squash potential objections as you convey your confidence in your price and the firm ground you stand on with it.
Now, Go Get ‘Em!!
By Scott Gillespie
Every once in a while we need to pause and take inventory of our actions and activities in business and sales. With all of the hats we wear and everything we are responsible for, it’s easy to become overly routined, fall into a rut and lose focus on activities that could not only keep things fresh, but increase productivity as well.
Each of the five ideas I want to share with you this week may fall into one of two areas for you. They could be things you’ve done in the past but easily get put on the back burner. Or, they could be new ideas, especially if you are new to sales or business. Regardless where they fall for you, implementing or re-implementing these five ideas can not only re-invigorate your mind, but your cash register as well.
1. Dust off your creativity - Just as marketing is one of the first areas trimmed when things get tight for most businesses (not saying it should, but unfortunately it happens), creativity can be one of the things that gets sacrificed either when times are tight and your focus shifts to your books, or when things get crazy and you just “don’t have time for it” any more.
Regardless the reason why it happens, the end result is you’ve lost focus on your customer. What ultimately brings a new customer through your door, or brings an existing customer back to sign the dotted line, is the promise of, or memory of a great experience with you. Those memories are made through the creative actions or environment you provide. So take a breather, put your creativity hat back on and craft the experiences you want to provide to keep ‘em coming back.
2. Provide MORE Value - This can be a tough one whether you are a newbie or long in the tooth; whether things are slooooow or the phone is ringing off the hook. Why? The reasons are two-fold. On one hand, when things are slow, your mind can enter survival mode where anything else above the precise product or service you sell is too costly, even if there is no direct cost related to it. As a result, the little extra you used to put into your efforts disappears. On the other hand, when you’re riding high, the extra value you give can get pushed aside to make room for the next gal through the door.
Either scenario can be very dangerous. If your customers are use to a little extra value and no longer receive it, they feel alienated and may go looking elsewhere for it. If it’s a new customer and there is no additional value that separates you from everyone else, there is no reason for them to return. Therefore, maintain your focus and commitment to provide more and more value to your customers to keep their loyalties with you and your opportunity to serve them aplenty.
3. Know when to say when - This can be a difficult step to take. Unfortunately it’s one that happens only after most have been beaten up quite a few times before letting go. This is the “black hole” sale that disguises itself as opportunity, but winds up being a drain on your time, resources and ultimately your ability to go after profitable sales. The trap here for newbies is it’s difficult to identify and for the seasoned veterans there is the challenge to make this sale work.
One thing that can help you identify if/when a sale is or is becoming a “black hole” is to be sure you are asking great, open ended questions that reveal if there is truly an opportunity, if the person you are working with is the actual decision maker or if they are just kicking the tires. Always have a quiver full of these great questions. (For more information on great questions, check out Issue #25 - More Questions = More Cash!)
4. Take time to connect - This is so important on so many levels. Taking a few minutes with your customers to look for areas in which you can connect with them takes time and a conscious effort to do so. As such, this action can often be discarded or overlooked, especially if business is going good and your conscious efforts are focused on “the next sale” rather than solidifying the one you are working, not only for now but for many, many return trips to come.
Additionally, your customers will notice the interaction and feel special as a result. In general, and by nature, people are interested in people that are interested in them. Take time to get to know the “who” and “why” about your customers in addition to their “what’s.”
5. Look ‘em in the eye - This is very fundamental but often something that can slide when working a sale, especially when you are working with a tough cookie! Eye contact is a primal form of showing confidence. When it strays, your customer or prospect can lose confidence in you to provide the product or service they need.
Eye contact is uber important when presenting your price. One of the most frequent objections you may encounter is price. Direct eye contact when presenting price shows confidence in the product or service you are providing and the amount you are asking for it. For you, it can also squash potential objections as you convey your confidence in your price and the firm ground you stand on with it.
Now, Go Get ‘Em!!