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Im A Second-Story Man Can you say who you are and what you do in twosentences or less?If someone should ask (in an elevator, get it?)what do you do? You should be able to recite theanswer as fast as Robin Williams comes up with aquick one liner.Robin Williams can do it because he has rehearsedevery line. The Power of Thank-You When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Creating More Effective Proposals The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal. Lock, Stock, and Barrel! The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. How Many Ways Do You Have To Justify Your Price? If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens, are you prepared?As an excercise, make a list of 20 "reasons why" your services are worth your fees. Sealing The Deal Over The Business Meal Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. Are You a Cultivator or a Harvester? As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters. Mortgage vs. Real Estate Lead Generation It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Lazy Man's Way To Get Customers No matter how big or small your business is and no matter how high or low sales are right now, there is something you need, badly. And that is a selling system. Whats Your Clients Style? When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company's products and services - and you've learned the fundamental aspects of the sales cycle. Leave a Better Voice Mail Message Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. Reviving Dead Clients Most consultants I've talked to don't spend any time trying to recover inactive clients and it's a big mistake. We tend to magnify the problem we had or just want to move on, but sometimes a simple apology and offering to make things right will bring you back a client worth thousands of dollars in billing. Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. Can Walmart Make You Rich? Have you ever shopped at Walmart and thought.. Hurrican Selling Styles As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. Turn Your Wisdom Into a Workshop The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business. Yet, there still is no substitute for live, personal appearances when you want your teaching to count, and that's why I love workshops. Unique Selling Propositions If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have, the more important it is that you have a Unique Selling Proposition (at least one). Building Relationships A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. Peak Performance - What You See Is What You Get! Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting up your sales activity board: Start by ordering a large erasable board from your local office supply store, the bigger the better (hint, a big board = assumed big results!) and mount this board on a wall easily seen by your sales team but not visible to your current or prospective clients. Use this sales activity board to track the performance of your company, highlighting the "critical" factors for your sales success.
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