Close More Sales: Tip #67

February 28, 2009 by Leave a Comment

Are you a risk-taker or a calculating risk-taker?

To become an entrepreneur, you have to be a risk-taker. No one has a crystal ball to see what fortunes may come through your journey of building business. The qualifyer for better results is to be a calculating risk-taker.

My definition of a calculating risk-taker is to examine all sides of an intended project. Clarification here is you cannot afford to stop and examine every little thing. Instead, you must behave intuitively on those. But for larger projects that will be costly, it is important to weigh all of the factors and pro and con arguments without letting your ego interfere. This strategy will help you to avoid expensive errors.

Likewise, when you speak with your prospects and clients, without ego in the way, take time to understand their argument first and then try to find a common ground. They will appreciate you took this tactic and this strategy will serve to build your relationships

You will increase the percentage of prospects willing to work with you to find a winning conclusion for all concerned. This mindset shift will help you to close more sales and build a returning and referring clientele. Most importantly, each will be a Smooth Sale!

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Close More Sales: Tip #66

February 27, 2009 by Leave a Comment

Are you believing the consultative selling style of last year no longer works?

This was the announcement made at a morning breakfast meeting today. I was eager to hear what does work better today so that I could relay the new methodology to you. But then I heard the following words,

“What works today is Fear-based selling. You have to make your prospects so afraid they willl lose everything unless they hire you!”

I cringed.

My belief is that fear-based selling will be very short lived. A mindset shift from this notion is a requirement. My clients are taught to build relationships because this method is life-long and you will be remembered forever.

To illustrate the point about being remembered, a woman saw me from afar at today’s meeting. She ran up to me to say, “You spoke at our conference two years ago and we are all still raving about how good you were! Please consider speaking again next year.”

Relationship selling builds your business neighborhood, gets everyone talking about you and spreads the word for a return engagement. When you over-deliver on expectations to ensure satisfaction, business development will take off like a rocket. Your clientele becomes your sales staff and your business will build exponentially. Best of all, future prospects will become a Smooth Sale!

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Close More Sales: Tip #67

February 25, 2009 by Leave a Comment

Do the tedious phone calls get you down?

Even seasoned sales pros dislike making new calls as well as the follow-up to the follow-up calls. The difference is the seasoned sales pros understand the meaning of “It is a numbers game” and they make a real game of it to keep their spirits up.

For people new to sales, they are told to make 100 phone calls in order to get 10 Yes’s. In other words, only 10% of their effort will be fruitful. Furthermore, if one Yes is not received in the first 10 calls, then they are told to make another 10 calls. Hopefully, two Yes’s will come from the two combined sets of 10 calls. The phone becomes more and more difficult to dial.

However, if you change your mindset to one of being glad you are getting very close to a Yes answer, your adrenaline will kick in and keep you sharp and light-hearted. This approach comes across the phone wires and your prospect will hear your happy and relaxed tone. In turn, your prospect will be more inclined to say Yes!

Using the game approach will help your business development and marketing effort, and you will close more sales. The light-heartedness will help to make each a Smooth Sale!

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Close More Sales: Tip #66

February 24, 2009 by Leave a Comment

Are you responsive to change?

My friend Pat Obuchowski sends a daily quote. This morning’s installment was by Darwin who said, “It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”

We will continue to experience good as well as poor economic times. It becomes essential for each of us to be responsive to change. The strategies used two years ago and even last year no longer work today.

As long as you hold the mindset that business requires lifelong education as well as building relationships with your prospects and clients, you will have an easier time with business development and you will close more sales. Lifelong learning and continued education will prepare you for a Smooth Sale!

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Close More Sales: Tip #65A

February 23, 2009 by Leave a Comment

Are you willing to appreciate less fortunate experiences?

A recent poor experience helped me to recall a philosophical statement I read long ago. Moliere stated (approximately), “You have to experience bad times in order to appreciate the good times.” If every day were a good one, then you would have no way of knowing it is, in fact, a good day.

So whether you are having a bad day due to the lack of support from family or friends, or a bad day due to ill treatment by business prospects, you will do far better to focus your attention on and show your appreciation to those who treat you with respect.

I had a less than desirable experience after which I relayed the quote to my husband. Within seconds a newfound and very good friend called to wish me well – it was uncanny!

Remember, life is too short to try to sell to everyone. Focus on those whose company you enjoy. When you build relationships with people and companies in this category, you will maintain a positive mindset, your sales and marketing efforts will be fruitful, and you will close more sale. Most of all, you will experience a Smooth Sale!

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Close More Sales: Tip #65

February 23, 2009 by Leave a Comment

Are you willing to appreciate less fortunate experiences?

A recent poor experience helped me to recall a philosophical statement I read long ago. Moliere stated (approximately), “You have to experience bad times in order to appreciate the good times.” If every day were a good one, then you would have no way of knowing it is, in fact, a good day.

So whether you are having a bad day due to the lack of support from family or friends, or a bad day due to ill treatment by business prospects, you will do far better to focus your attention on and show your appreciation to those who treat you with respect. I had a less than desirable experience after which I relayed the quote to my husband. Within seconds a newfound and very good friend called to wish me well – it was uncanny!

Remember, life is too short to try to sell to everyone. Focus on those whose company you enjoy. When you build relationships with people and companies in this category, you will maintain a positive mindset, your sales and marketing efforts will be fruitful, and you will close more sale. Most of all, you will experience a Smooth Sale!

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Filed Under: Business Development, closing, Entrepreneurs, Marketing, Marketing and Sales, Mindset, Prospect, Relationships, Sales ·

Close More Sales: Tip #64B

February 20, 2009 by Leave a Comment

A comment was posted that we make the same sales-type errors with those we love: We assume our loved one will behave in a particular way or automatically see our point of view. That is not always the case.

Assuming anything will frequently kill your chances for success. Some people compound this error by then making demands rather than working to get the other person to buy into what they are asking. From here it is a spiral downward into non-ending arguments.

Relationship Selling works for all areas of your life: Business, personal, getting your opinions heard and requests granted. The better approach is to take the time to understand before you proceed by asking questions first. Once you truly know the other person’s thoughts then you will know how to move forward with your point of view and the odds for success will be in your favor.

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Close More Sales: Tip #64

February 20, 2009 by Leave a Comment

Do you speak to prospects with your glasses on?

Making fun of myself, I told a couple of associates I saw a very large bird on my lawn at home. I ran to get my glasses to see if I could tell what type it was. To my great surprise, it was not a bird but a black cat!

While my associates laughed, I made the following analogy: Sometimes when we speak to prospects we forget our glasses. Too much in a hurry to make a sale, we do not get the entire picture of all of the challenges our prospects are facing. The careful examination goes missing. In this rush to make the small sale, we leave money on the table. Making matters worse, our competitors will get the remainder of the sale and usually a much larger piece of the pie.

Make a mindset shift to take your time to develop relationships with your prospects and everyone else involved in the decision-making process. Make sure you hear everyone’s challenges and needs. This process is a bit slower for business development. However, your payoff will be larger sales at one time and you will definitely close more sales. And of course, it will be a Smooth Sale!

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Close More Sales: Tip #63

February 18, 2009 by Leave a Comment

Do you ever fall on your sword?

While this may be painful, this action alone will many times save a sale. Years ago, a sales manager used the above phrase.

As hurried businesspeople we sometimes forget to stand back to fully understand our prospect’s point of view. Other times we accidentally forget to send material, make a follow-up phone call or even miss an appointment that wasn’t properly noted. Most businesspeople will avoid admitting any wrong-doing and consequently lose the sale.

The simple act of immediately saying, “I’m sorry for…” will help you build the relationship with your prospect and save the sale. Your action serves to build trust and credibility as you take ownership of what transpired. Two days ago I forgot to call someone, so I left a voice message of apology and sent a similar email. The woman was happy to receive them and is seriously considering my request. This morning, I received a similar call from someone who forgot yesterday’s appointment with me. He was immediately forgiven and business continued.

When you change your mindset to taking responsibility for actions, your business relationships will improve as will a good word of mouth buzz about you and your business. In turn, you will close more sales, and they will be a Smooth Sale!

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Close More Sales: Tip #62

February 16, 2009 by Leave a Comment

What does it take to succeed today in business?

The question was posed for a publicity piece to which I replied:
1. Lifelong education (in particular marketing and sales skills)
2. Analysis vs. Emotion
3. Burning desire to succeed

Most understand the first two points. But a burning desire to succeed encompasses a willingness to take risk by trying things that scare you. If you are willing to challenge your ability thus far and leap over whatever you heard as if you are a marathon runner, you will surprise yourself by what you can actually accomplish.

Once you take the challenge and pursue what you really want, and have the mindset of a burning desire to succeed, you will find more contacts, build better relationships, business development will easily take off, and you will close more sales.

By the way, my story submitted this morning was accepted for an upcoming book. The best part is, it was a Smooth Sale!

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