Closing The Sale: Tip #15

October 30, 2008 by Leave a Comment

Have you ever gone into a meeting thinking it would be a waste of time?

Your mindset will definitely affect your outcome. This morning I did not understand the need for an appointment that was requested of me and left my office thinking it was completely unnecessary. But as I arrived at their office door, I put on a big smile and walked into the room as a professional business woman.

The three of us found so much in common and had so much fun getting to know one another that I had to stand up to leave and then sit down again two different times. We could have spent the entire day talking. The outcome of our meeting was three-fold: I made two new friends, we provided one another with several recommendations and I was hired for speaking at one of their events!

Nice Girls DO Get The Sale: Relationship Building That Gets Results is the title of my book. The process works every time, and it leads to a very Smooth Sale!

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Closing The Sale: Tip #14

October 29, 2008 by Leave a Comment

To what extent does professionalism play in securing a job or a sale vs. education, and what do you believe contributes to professionalism? These were the questions posed to me

My opinon is education is important to a point and then street smarts and professionalism will overtake education in importance. I also believe to get anything you want in life requires selling skills.

Here are the tips I shared regarding professionalism and getting what you want or closing more sales:

1. Are you polite in a meeting and attempt to understand the viewpoints of others?
2. Do you dress professionally?
3. Do you follow-up promptly and keep your word?
4. Do you conduct the proper research before going into a meeting whether for a client or to be hired?
5. Some Ph.D.s have little street smarts or think outside of the written word
6. Do you think only in black and white or in rainbow form to come up with creative ideas?
7. Are you able to analyze problems and offer solutions when challenges arrive?
8. Do you demonstrate leadership skills?

When you are able to answer yes to these questions, you have the entrepreneurial spirt, mindset for business development; you will easily build relationships and get what you are after or close the sale. You will also be in the habit of developing a Smooth Sale!

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Closing The Sale: Tip #13 – The ABC’s of Sales

October 28, 2008 by Leave a Comment

I really did learning everything about sales by Kindergarten!

My mother was adamant – I always had to say Please and Thank You and show Respect to everyone. These ABC’s of life will get you more business even if you are a novice.

It’s all documented in my book, “Nice Girls DO Get The Sale” published by Sourcebooks. I did not know what I was doing on my first corporate sales job but prospects at all sized companies loved having me visit their offices because I was Nice. To my surprise, they each stated I was very different from all of the other salespeople and a breath of fresh air!

When you show sincere appreciation for the other person and say Thank You at every opportunity your clientele will appreciate you in return. Next time try saying:
- Thank you for having me in…
- for your time today…
- Thank You for your business.

You will more easily build relationships, continue your business development, encourage repeat business, referrals and testimonials, and Enjoy a Smooth Sale!

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Closing The Sale: Tip #12

October 27, 2008 by Leave a Comment

Do you observe how others handle their mistakes?

My friend Leo recently said, “Every mistake is an opportunity in the making” and I could not agree with him more. The sad part is most people magnify their mistakes by handling them poorly and deprive themselves of receiving future business. By handling errors apologetically, efficiently and fairly, the client on the receiving end will be grateful and continue to conduct further business. This is your cue for future business development, building client relationships and closing more sales.

Leo ordered take out food for a luncheon in celebration of his step son’s wedding. Many guests were anticipating a yummy lunch. As we approached the take-out counter, we heard the Manager say, “What order?” She then scrambled to fill a lunch order for 40 people and reduced the price by 1/2. Leo was very pleased by her response and again raved about the quality of their food.

By the time we arrived with lunch, the guests hungrily devoured every morsel. They all heard the story of how the manager of the restaurant saved the day. Everyone agreed their food is delicious and they will continue to frequent the establishment. This particular restaurant is headed for many a Smooth Sale!

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Closing The Sale: Tip #11

October 24, 2008 by Leave a Comment

Are you wondering what the number one challenge is to closing the sale?

The number one challenge is attributable to one word – Inaction. If you do not take action, it is impossible to close sales. For some strange reason a large percentage of business people believe that everything has to be perfect or they need to know 100% of the subject matter before they will proceed. Self-doubt takes over and stops them in their tracks.

Each sales or business situation is unique. You must be nimble enough to take calculated risk and respond appropriately. Behaving in t his manner will help you to deliver excellent customer service and build relationships for the long-term. It is hugely important when opportunities arise to jump off of the high dive and take action!

Taking action even if it is somewhat scary, will provide you with additional opportunity and closed sales. As you become accustomed to saying, “Yes, I’ll do it!” you will be headed for many a Smooth Sale!

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Closing The Sale: Tip #10

October 22, 2008 by Leave a Comment

Do you dislike it when others try to charge more for services than they are worth?

While in the process of fixing up an older home, we relied on someone who had previously performed excellent work. However, this one particular worker had become accustomed to working with very wealthy people. We noticed he wanted to charge big bucks for little things we could do ourselves.

His customer service attitude was way off the mark as he did everything but try to build a relationship during the course of the work. The work he did do was not up to par and some of it required fixing. Instead of showing up himself to take care of the issues at hand, he subcontracted to have someone else finish up. He actually said to me, “I’m too busy”. His attitude made us feel unimportant.

Needless to say, this person will not be receiving additional closed sales or testimonials from us. Using the above as an example, to close more sales you must have a positive mindset for helping others and do the following:

1. Build relationships with your clientele and show proper appreciation
2. Schedule projects with accuracy for completion
3. Deliver value and satisfaction vs. trying to rip off your clients
4. Never say “I’m too busy” but instead offer times when projects can be fixed
5. Follow-up in person to ensure satisfaction

Following this advice, you will be headed toward a Smooth Sale!

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Closing The Sale: Tip #9

October 20, 2008 by Leave a Comment

Do You Get Frustrated When People Do Not Keep Their Word?

If you can recognize your frustration with people saying, “I’ll call you on Monday” and never do; with people showing up late; and with not honoring things they promised to do – then you should automatically know what matters most for business development, building relationships and closing the sale.

You must keep your promises, show up on time and follow-up as your clientele suggests. Remaining true to your word will build your brand, keep your standard of business ethics high and your business neighborhood will do your marketing for you by spreading good word of mouth.

You will be travelling the high sea to many a Smooth Sale!

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Closing The Sale: Tip #8

October 19, 2008 by Leave a Comment

Have you ever had your time under appreciated?

In order to close a sale more quickly, examine your own habits in these three areas where appreciation for your prospect’s time is appropriate:

1. At the beginning of each meeting whether by phone or in person, your prospect will take serious note of your saying, “I greatly appreciate your taking the time to meet with me today.”

2. Ending your meeting, once again thank your prospect for their time and consideration of your information, and repeat the same in your thank you note once you are back at your office.

3. If you write a proposal, tell your prospect that you will write it at home so that you can give it serious thought and also save them time so they can get on with their day.

Your extra thoughtfulness of your prospect’s time will serve to build your relationship with one another, improve your credibility and serve to put you in the lead of serious contenders for business. It will lead you to a very Smooth Sale!

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Closing The Sale: Tip #7

October 16, 2008 by Leave a Comment

Are you wondering what the higher end stores are doing to remain in business these days?

Today’s newspaper reprinted a heartfelt letter written by Wilkes Bashford to his wealthy clientele. In summary he wrote of great appreciation for his clients’ past patronage. Next, he made a passionate statement of loyalty to his staff and feeling responsible for their livelihood. Then he connected the dots by asking his clientele of good standing to continue their traditional purchasing habits so that his staff could maintain their jobs. As a marketing and sales incentive, he then provided a very attractive offer beneath his signature.

Whether or not you have a wealthy clientele, the best thing you can do is to reach out to everyone who has purchased from you in the past. You will strengthen your client relationships. By making a special offer for past patronage, you will build a marketing buzz. The human connection leads to closed sales and a Smooth Sale!

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Closing The Sale: Tip #6

October 15, 2008 by Leave a Comment

Do you have enough prospects in your pipeline to close sales?

Last night I spoke for an Author’s night monthly series at the Aqus Cafe in Petaluma CA. The discussion arose about attracting enough prospects to make sales. We compared the old fashioned way of putting an ad in the Yellow Pages vs. marketing on the internet and driving global commerce.

If you offer a local service, are you able to develop products to sell on the internet? If you offer products, are you able to add services such as teleseminars and webinars? The more you offer, the more people you will be able to attract.

Find out what your clients need and want by asking questions, and then deliver the goods and services. This will also serve to build your client relationships and customer service. You will be headed for a very Smooth Sale!

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