If you’re looking for consistency in selling performance, try these steps. You won’t believe how lucky you start to get.
Monday. How you do on the first day of the week sets the tone for the rest of it. And how you do on Monday is based entirely on how smart you worked last week. If you are disciplined enough to follow these methods, you won’t believe the difference it will make in your week and your productivity.
1. Make a sale first thing Monday morning… Set an appointment for early Monday morning you are confident will buy. It makes you feel great to capture a sale to start your week. Sets you in motion and gives you a mental boost to work harder (and make another one).
NOTE WELL: Since there are a lot of companies having sales meetings on Monday AM, you’re as productive as you can be with an appointment. You can start making sales calls after 10am. (If time permits you can also try a few calls before 8am. Lots of decision makers are early risers.)
2. Learn something new… Listen to a training CD in your car or at home (or both), and instead of listening to the same old news or music, try to feed your head with new knowledge that will help you make that first sale. When you learn a new technique on the way to an appointment, you can try it out in minutes.
3. Make at least 5 appointments for the rest of the week… Why not have a Monday full of success and positive anticipation. It’s up to you. Pick up the phone and work at it.
4. Work like hell all week.
Friday. How you do on the last day sets the tone for next week. Most people slack off. If you work intensely on Friday, it will ensure success next week and give you good reason to have a great weekend.
5. Learn something new… Continuing your sales education throughout the week on a regularly scheduled basis is as important to your success as any other aspect of sales, but make sure you listen on Friday morning.
6. Make a sale on Friday afternoon… Schedule a close for Friday afternoon… nothing like ending the week on a positive note.
7. Confirm and solidify your Monday appointment on Friday… If you worked hard the last four days, you’ve already set your “Monday AM make–a–sale” appointment. Call the prospect on Friday and confirm it.
8. Make at least 5 appointments for next week… Why not guarantee yourself a full schedule next week? Spend your weekend relaxing instead of worrying about how few appointments you have. Make this commitment to yourself: I won’t leave work on Friday until I have 5 appointments and I’ve have set my Monday appointment/sale.
8.5 The secret to a great week is to use Monday as a springboard. The bigger secret is to trigger it by making a “sale” call on Monday. The biggest secret is you having enough qualified prospects in your pipeline to make that Monday sale possible. Keep your sales pipeline full. PREPARE for your success or it won’t occur.
Sounds simple. Make appointments, listen to CD’s, make sales. It is simple. It just isn’t easy. But if you work intensely, you can do it. I can make one promise to you… follow these guidelines and you’ll have sales consistency (you’ll also earn money).
Now you know the secret. I’ve given you the answer. The question is what will you DO with the answer.
Are you ready to gain a greater share of sales in a leaner, meaner marketplace…NOW?
In our first live webinar of 2013, you will learn:
- Why THE economy isn’t YOUR economy
- The real reason you may be struggling
- How to change the way you make sales, and your numbers
- What steps you need to take NOW to reach your full potential
Here are some specific examples of before and after the sale “value ideas.” Think about these and then create your own!
• Sharing industry best practices.
• Manufacturing components and offering plant safety tips.
• Medical devices to doctors and teaching bedside manner.
• Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher.
• Office supplies and teaching customer service to receptionists and accounting.
• Anything in favor of your customer that helps them increase productivity, communication, operations, morale, and especially profit.
OBVIOUS ANSWER: If you really want to deliver value, ASK YOUR CUSTOMER what he or she considers valuable. Whatever they say, do that, offer that, share that, communicate that, teach that, print that, and say that. In a nutshell, that’s value. Real value. Value perceived.
Tired of waiting for the
economy to get better?
Tired of not getting the results you
know you’re capable of?
Tired of blaming situations and
circumstances for your performance?
You can win in this economy.
You can win with these
Here’s how to convert whining to winning.
Everyone wants to have their “best year ever,” but the fact is that more than half won’t. And of course, you’re reading this thinking, “too bad for THEM,” because you’re CERTAIN that you will.
NOTE WELL: Thinking you will can put you in a positive position to help make it happen, but it doesn’t guarantee it. You also need to act on the goal.
Here are 12.5 real world connection strategies to eliminate cold calling. These are not “no brainers.” They’re “brainers!” They’re ideas and strategies that require smart, hard-working people to turn the strategies into money:
1. Build relationships and earn referrals. Visit existing customers. Offer ideas and help.
2. Use LinkedIn to make new connections. Use the “keyword” search feature to uncover prospects you never knew existed. Then connect without using the standard LinkedIn wording. Be original.
3. Ask your informal network of connections to recommend customers. Building and maintaining local and industry specific relationships are critical to building your success. Pinpoint people who respect and admire your ability, the same way you respect and admire theirs.
4. Network face-to-face at the highest level possible. Not an “after hours” cocktail party. Join high-level executive groups and get involved.
5. Join a business association – not a leads club. Someplace where owners gather.
6. Speak in public. All civic groups are eager to get a speaker for their weekly meeting. Be the speaker. If you give a value talk, a memorable talk, EVERY member of the audience will want to connect. You’ll have the potential to gain fifty “cold call” connections each time you speak.
7. Speak at trade shows. Why not get praise for the great speech you gave at the conference every time someone walks by your booth, instead of trying to get them to putt a ball into a plastic cup.
8. Write an article. Nothing breeds attraction like the written word. I am a living example of what writing can do to change a career. Get in front of people who can say yes to you and become known as an expert.
9. Write an industry white paper. CEOs want to create great reputations, keep customers loyal, keep employees loyal, have no problems, maintain safety, and make a profit. Write about how your industry does that and EVERYONE will want to read it (and meet with you). White paper, or brochure? You tell me… Which one gets you invited in the door? Which one earns you respect? Which one builds your reputation? And the ouch question: Which one are you using?
10. Give referrals. Yes, GIVE referrals. What better way to gain respect, cosmic debt, word-of-mouth advertising, and reputation? WARNING: This requires hard work.
11. Send a once a week, value-based message to existing and prospective customers. For the past decade, my weekly email magazine, Sales Caffeine, has been a major source of value to my customers and revenue to me. Where’s yours?
12. Contact current customers who aren’t using 100% of your product line. You have gold in your own back yard. No cold call needed. Call existing customers and get more of their business.
12.5 Reconnect with lost customers. This little used strategy will net you more results than any cold call campaign on the planet. It takes courage to connect, but once you discover “why” you lost them, you can create strategies to recover the account – often more than 50% of the time.
Why do salespeople always have to be right?
Why do customer service people always have to be right?
When a customer calls and has a question, a concern, a complaint, or needs an answer, the first words out of your mouth set the tone for the transaction. And these words lay the foundation for the future of the relationship.
The bad news is: more than 90 percent of the people that respond, either in sales or service, don’t give an answer; they give an excuse. The only good news inside that bad news is that 80 percent of the 90 percent is your competition. So all we have to do is fix the 10 percent-which happens to be you.
MAJOR CLUE: No one is interested in your excuse. Not your customer, not your boss, not your mother, not your teacher, not your children. No one wants to hear your excuse. All they want is friendly, helpful answers.
If you just begin the conversation in response to your customer with my three words, “Oh that’s horrible” followed by, “I hate when that happens, but you’re in luck because I’m the best person to handle that. Here’s what we are going to do…” all would be wonderful.
Should you apologize? Yes, if the situation warrants it, but the customer is one billion times more interested in the solution and the outcome than in the apology. In fact, the apology means nothing if it’s not followed with an action or a solution that resolves the situation, completely. And if you want to keep the customer, resolve the situation memorably.