Close More Sales: Tip #54

January 30, 2009 by Leave a Comment

How do you work with the word “No”?

Yesterday I recalled a very important lesson to share with you. The one question to ask when you are told No will potentially earn you business down the road and then some.

The all important question to ask upon being told “No”, particularly when you are convinced your prospect needs or wants your product or service is, “Just to clarify, are you saying no for now, no because I have to budget and it will work down the road, or are you saying no forever?”

By asking this one question you will have turned a 0% chance for success into a 66% chance for success. Furthermore, if the answer, “down the road” was indicated, by being patient and keeping in touch while waiting for a better time, you will increase your chance for success dramatically because others will appreciate your patience and willingness to work together rather than using arm-twisting techniques or stomping off. Ultimately you will enjoy repeat business and referrals.

The above question and a positive mindset will help build your client relationships and business development will automatically be put into action. In fact, this question alone will help you to close more sales and put you on the path to many a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #53

January 29, 2009 by Leave a Comment

Are you accidentally excluding people from your sales funnel?

While visiting museums in Washington D.C., I realized how superbly the exhibits are arranged. They are set up to attract every type of learning behavior making up our population. There is something for everyone whether you like to read documents, hear messages, watch videos of events, touch objects or see displays. No one is excluded.

I began to wonder if businesspeople overlook all of the types of learning when speaking to potential clients. Are you on the same page with each one? Are you able to effectively communicate with each prospect and make certain they understand precisely what you offer?

When you make the mindset switch to communicate on your prospects, terms, you will have an easier time with business development, building relationships with your clientele, and your prospects will become your clients. You will close more sales and they will be a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Mindset, Prospect, Relationships, Sales, Uncategorized ·

Close More Sales: Tip #52

January 26, 2009 by Leave a Comment

Do you know why you sometimes lose business?

There are times when it is appropriate to back off from potential business and other times it is lost unnecessarily. The point is it is important to take a reality check every time business is lost.

We were attemtping to rent a car for two days in order to drive it from one state to another to visit friends. I am fully aware that gas and insurance are expensive. However, the total for two days would have come to $1,200!

We could fly to Europe and back for the amount of money. An attempt was made to negotiate the price to something reasonable, but were told, “That’s Our Policy.” We decided against the car rental and will fly for $60 per person – one-tenth of the price and a much quicker travel mode at that.

When someone attempts to point out a flaw in one of your programs, give their point some thought. Just by negotiating a satisfactory arrangement for all parties, many times you will be able to save the sale. Entrepreneurs and sales folk take heed, your relationships and business development will improve once you make this mindset adjustment.

When you take the professional lead, your prospect will become a returning and referring client. You will close more sales and enjoy the Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Mindset, Relationships, Sales ·

Close More Sales: Tip #51

January 24, 2009 by Leave a Comment

Do you believe customer service is dead and unimportant?

The past several years, I came to believe the answer to the above question is Yes. You can’t imagine my surprise when the Concergie called me. Let me explain.

Our children surprised us with a gift of a stay in my husband’s hometown. We’re going for the Super Bowl party at our friend’s home.

We made hotel reservations in advance. To my astonishment, the Concergie Representative of the Omni Hotel, Ms. Neeld, called to ask if we would like Her to make a dinner reservation for us. For a moment I was actually speechless. Not only had we not considered making a reservation – she was on top of her game and took the initiative to call and ask.

This is a first and I will always remember her kindness. In fact, we had a friendly chat on the phone. Ms. Neeld asked that we stop by my desk to introduce ourselves when we are at the hotel.

Superb customer service leads to ease of business development and client relationships. Be certain your mindset includes outstanding service. This technique alone will position you against your competition and you will experience closing more sales. Most importantly you will experience a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Customer service, Entrepreneurs, Mindset, Relationships, Sales ·

Close More Sales: Tip #50

January 23, 2009 by Leave a Comment

Did you know to close more sales it’s a numbers game ?

Early in my corporate sales career, I was told as a new sales rep, I would have to make 50 cold calls per day (mainly in the territory) and total 250-300 per week. This would be the only way to possibly make my quota. This job made for a very long day, but I stuck to it each day. Keeping to the strategy and building relationships earned me Top Producer status by the 4th month.

Yesterday I was told, It’s still a numbers game but the numbers are higher! You need to reach 200 people in order to close a sale, and it is now mainly done online. You need to join groups, invite friends and become the expert on the internet.

By meeting people online and offline, you automatically take care of business development and meet other entrepreneurs and businesspeople. Most importantly, learn from everyone.

With a positive mindset and can-do attitude, you will close more sales and it will be a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Mindset, Relationships, Sales ·

Close More Sales: Tip 49

January 22, 2009 by Leave a Comment

Are you projecting a 2009 image?

We all know you have to dress for success but what about other areas in which you literally project your image? As mentioned yeseterday, I attended an information session where the proprietor was selling his leadership workshop. Wouldn’t you expect a leader to model leading strategies in every sense?

Straight out of the 1980′s, the leadership guru gave his presentation by handwriting transparencies with a marking pen. The slides looked old and not very professional as compared to today’s technology. Along with statements made, the entire presentation made me wonder if some of his techniques were old.

So before you X this blog, take a moment to think about what you are currently doing and is there any element of your business that needs to be brought into 2009? Admittedly, I actually need to go get a new phone with Caller I.D.

You don’t need expensive toys but make sure your methods are up-to-date and your credibility is in sync with what you offer. The mindset of keeping a critical eye on your business will help your business development, build relationships and market to a larger clientele.

Best of all, you will close more sales. In fact, you will be enjoying many a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Marketing, Mindset, Relationships, Sales ·

Close More Sales: Tip 48

January 21, 2009 by Leave a Comment

Do you Know your Audience?

Common sense would tell you to polish up on what is important to the person or people you are about to meet. People buy you, your credibility, trust and belief systems. When you violate those, few sales if any will be made.

Last night I accompanied a friend to hear someone speak and learn more about his workshops. You can always learn from another no matter where you are in your career. However, I was astonished to hear this man say, “We teach leadership skills. It’s nothing like San Francisco where anyone strangely dressed can get up on a soap box and become a leader.” My friend and I looked at each other horrified.

It is not okay to belittle anyone in your audience. In this case, it was a terrible example of this person’s communication style and must have made some wonder about the skills taught in his workshop.

Instead, when you speak or conduct an appointment, do your homework, build relationships with your audience to encourage business development, keep a positive mindset when you speak and you will close more sales. In fact, it will be a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Mindset, Relationships, Sales ·

Close More Sales: Tip 47

January 19, 2009 by Leave a Comment

Are you a typical entrepreneur strapped for time?

A smart strategy to deal with not enough hours in the day is to map out the high points for the week on Sunday evening. In this manner, you will know the most important projects to be completed and the appointments to be kept during the week. Your bonus will be the ability to enjoy the following weekend without worry.

In the same manner, take as long as you need to remind yourself why you became an entrepreneur and what you wish to accomplish. Are you working on those goals? What are the commitments you have made and do you have time to give them your all? Has anything changed – what is your mindset now? Is it possible you are letting others down by being over-committed?

By scheduling and working smart, knowing your goals and priorities, and remaining on track, your business development will easily take root. By keeping your commitments, you will market your own brand andl build admiration by your associates and clientele.

These strategies combined will lead to more closed sales and a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Marketing, Sales ·

Close More Sales: Tip 46

January 17, 2009 by Leave a Comment

Have you ever been a vendor or observed vendors at a trade show?

Today I took part as a vendor for the direct selling market. There were very few attendees and so the people who had product and service tables were mingling with each other to find alliances. It was amazing to both my husband and I to see a handful of vendors expecting to do business who were oblivious to the group while wearing headsets and leafing through magazines.

As people walk the aisles and observe preoccupied vendors, they mentally tell themselves well there is no interest there. The lack of etiquette halts potential new business in its tracks.

When conducting business, you need to consider the other person in all situations. If you realize an action is off-putting, then vow not to do it. You will have an easier time marketing to prospects, building relationships, experience ease of business development and will most defintely close more sales. In fact, you will be headed for a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Entrepreneurs, Marketing, Relationships, Sales ·

Close More Sales: Tip 45

January 15, 2009 by Leave a Comment

Are you or employees making this error on the phone?

A client just shared with me that she called a company with which she is associated for help. Jill answered the phone and put her through to Jane. However, while Jane was looking up account information, my client could hear her name mentioned by Jill coupled with her laughter shared with others in the background.

Although the charge in question was professionaly dealt with to my client’s satisfaction, the mere fact she thought the rest of the team were laughing at her left question marks in her mind. It put a stain on the level of customer service experienced. It may well affect future business.

Every employee represents you, therefore it is critical each employee models your standards for conducting business. Your policies and enforcement of them will determine the ease of business development, client relationships, and the closing of more sales.

Treating everyone with respect will keep you in the lead for a Smooth Sale!

Share on Facebook
Filed Under: Business Development, closing, Customer service, Entrepreneurs, Mindset, Relationships, Sales ·
« Older Posts