Close More Sales: Tip #98

April 29, 2009 by Leave a Comment

Do you set expectations?

Upon sending a letter of expectation to another whose demeanor was less than desirable, I realized setting expectations is a strong leadership skill that serves to make you look professional and credible in your business life.

For example, when speaking with an interested prospect, it is wise to speak directly to what you can and cannot do, timeframe for delivery, and anything else that may come up in conversation. Avoidance is not acceptable.

Consulting with prospects first, asking the right questions, getting into their mindset for needs, challenges and goals, you will easily advance the sales cycle. And by taking the direct approach, you will build credibility and trust and your relationships – the key to making more sales.

By putting the goals of your clientele first, your business development will happen with ease and I guarantee you will close more sales. A side benefit is your clients may well become your friends. From there it will all be a Smooth Sale!

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Close More Sales: Tip #97

April 27, 2009 by Leave a Comment

The clerk not only knew nothing about customer service but missed the opportunity to build relationships with her prospects.

My friend and I walked into an upscale boutique shoe store over the weekend. Sharon was definitely interested in finding the right pair of shoes. But she was frustrated that neither of us could find the price on any of the displayed pairs, so she said something to the clerk.

This was the perfect opportunity for the clerk to point out the hidden spot where the price tag was placed to help Sharon, her potential customer. A smile, friendliness and quick response were all that were required to increase Sharon’s enthusiasm for the shoes. Instead, the saleswoman barked at us, “All of our shoes are marked.”

The tone of voice and choice of words left me not wanting to do business. Sheer frustration led Sharon to pointedly ask to be shown where the tag was placed just to satisfy her curiosity. At that point it didn’t matter whether the shoes were of good value or not, we walked out the door.

When you change your mindset to prospect-customer first, building the relationship and being helpful, your sales will soar. Most importantly, they will be a Smooth Sale!

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Close More Sales: Tip #96

April 24, 2009 by Leave a Comment

Did you know marketing and sales strategies come in all styles?

The great news about the many styles for sales and marketing is that by implementing more and more, you will attract a much wider audience. The wider your prospect list, the greater the likelihood you will close more sales.

So what am I referring to today? Yesterday someone asked me about trading services. I haven’t done this since my first two years in business. Furthermore, she offered a service for which I will not have a use for quite some time. But we connected and our relationship began to build.

We spoke for a while and I mentioned training classes. Then she excitedly offered meeting space – that was it, the drive to trade services. It was a true win-win as they say in sales. I have always said, networking is like going to a party because you never know who you will meet and what great outcome may come of it.

By continually talking to new audiences, following-up with old, and providing great customer service, you will have a Smooth Sale!

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

Close More Sales: Tip #96

April 22, 2009 by Leave a Comment

How do you tell your boss “no”?

There was one specific instance in my corporate career where I said “no”, however it was question based so it was an indirect “no”.

A sales manager joined me on an appointment with a prospective client. As we walked back into our office afterward, he chastised me for discussing price upfront. The trend in sales is to hide the answer of “how much” until the very end out of fear for the possibility of getting told “no”.

My style is to always discuss price upfront after you learn the prospect’s pain points and then I ask about budget etc. Only then do I know which services will be of most interest and how to position what I have.

Upon hearing my Sales Manager’s dissatisfaction of my sales style, I immediately shot back:
“Fine, I’ll change my ways if you just answer one question.”

He smiled and said, “Sure”, (thinking he had won).

I then asked,
“If over the past year, I have been conducting the entire sales cycle backwards, then will you please explain to me why I am always at the top of the sales scoreboard?”

The Manager turned beat red, visibly annoyed, and walked into his office. He did not reappear until 5:00 p.m. and headed straight out the front office door.

When you change your mindset from being confrontational and adamant when faced with objections by management, prospects or clients, to one of an inquisitive nature posing questions, you will be far more likely to close sales. Posed correctly, you will have no further objections and it will be a Smooth Sale!

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Close More Sales: Tip #95

April 20, 2009 by Leave a Comment

Are you difficult to reach?

The great thing about being an entrepreneur vs. in corporate is the increased flexibility available allowing you to quickly help your prospects and clients. However, some entrepreneurs completely “blow” their opportunity.

The same people who fret they are not growing their businesses quickly enough and do not know if they will remain in business, are the very ones who are difficult to reach. They do not respond to email nor do they return phone calls. In some cases it is my wanting to purchase from them and in other cases it is people who requested my help.

Needless to say, I will not be purchasing from them if they can’t give me the time of day. And those who requested my help but won’t follow-up after I reach out, make me wonder how much longer they will actually remain in business.

Your actions and in-actions speak loudly. To attract and build relationships with prospects and clients, you must act swiftly and professionally. This is your business development and your customer service policy.

Follow-up on all fronts. You will close more sales plus enjoy repeat business, referrals and testimonials. Only then will it become a Smooth Sale!

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Close More Sales: Tip #94

April 16, 2009 by Leave a Comment

Are you reluctant to call your prospects?

I would be lying if I were to tell you salespeople love calling their prospects. Even though prospects represent your revenue and it should be a joy, somehow the more glamorous projects of collaboration, writing books, speaking engagements etc. are far more appealing than anticipation of making these necessary calls. They represent the unknown, and to some these calls become fearsome.

For those of you who are truly afraid of making follow-up calls to your prospects or cold calls, there are a number of things you can do to relieve the tension. I’ll list just a few.

1. Gain familiarity with their business first to boost your confidence prior to the call.
2. Call a friendly client first, have a good chat, and then make your needed call.
3. Change your mindset from “dreaded call” to “golden opportunity ahead”
4. Smile and practice putting enthusiasm in your voice
5. Create a daily minimum list of 10 people to call knowing one or two will become clients
6. Find a countability partner to hold you to your daily 10.

The follow-up piece is part of your promise made to your prospect. By making the call you will build your relationships. Trust will build thus increasing the possibility of conducting business.

As you gain a process and rhythm for making new calls, your business development will take off, and you will attract more prospects into your sales funnel. Your marketing effort will turn into more closed sales, and they will become 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 #93

April 15, 2009 by 1 Comment

Do you learn from everyone, some or are you mainly skeptical?

This question is asked because I have noticed over time, the people who get ahead are the ones willing to listen to everyone. The skeptical people hold themselves back.

When you observe others take in what you like and what you don’t like; implement the first and discard the latter. Watch how the opposite sex conducts business. We each have our strengths, and it is possible we may be missing something.

The younger generations know much about technology and today’s marketing strategies. Ask for their help and you will make their day. My daughter helped me with both a flyer and a web page. The outcome was both greater attendance for an event and more traffic than ever on my website. It was a sales win-win – we were both happy.

Inquiring of others how they do something serves to build relationships, you will learn to market to larger numbers and attract more prospects into your sales funnel, and you will close more sales. It will be a happy Smooth Sale!

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Close More Sales: Tip #92

April 13, 2009 by Leave a Comment

Do you only call the people you know?

Upon hearing an associate say she could never call a business owner with whom she is not familiar, I realized my advantage of having been in sales. We called the process “cold calling”. However, cold calling isn’t much fun because most people on the other line will slam the phone down upon receiving such a call.

When you keep your communication warm by speaking to the other person’s interests, you will minimize their hanging up on you and receive similar results to that of calling people you know. This communication style coupled with building relationships, will open the floodgates for good prospects. Your business development will take off to new heights. Continuing the sales cycle, your funnel will be fuller than ever.

Consider the possibilities (and our programs to help you). Change your mindset to “maybe I can”. Finally, analyze your results. When executed well, you will close more sales and experience a Smooth Sale!

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Close More Sales: Tip #91

April 10, 2009 by Leave a Comment

How do you feel about your work environment?

This topic came up in conversation today. It affects those new to being an entrepreneur, those in career transition and those who are not certain why they are feeling “blue”.

Are you happy when you walk into your office space or do you wish you could be gardening outside or talking with friends? Personally, I found the transition from corporate with talkative salespeople to going it alone in a home office was very tough. I forced myself outside each day and began to exercise regularly to get the blood and creative juices flowing again.

Your workspace should be inviting with you feeling eager to “get to it”. However if you are finding it off putting, it is important to determine why that is so that you may move forward with your business in a dynamic way.

My friend determined a shared workspace in a green environment was just the thing. When she relayed her decision you could see the happiness in her face.

Why is this important? When you are happy with your environment and your business, you convey that when you speak to others just as my friend did today. You will attract many more prospects and turn them into clients with far greater ease.

Positive space and energy turn into a positive cash flow. You will close more sales and they will be Smooth Sale!

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Close More Sales: Tip #90

April 9, 2009 by Leave a Comment

Tonight’s blog is an extra bonus to let you know about an associate’s new release of a two-part book series. Michele Molitor is announcing her book in Volumes One and Two, “Got Experts?”

Volume One: Key Insights and Advice from Today’s Business Experts will provide tips for improving business results. Admittedly, I was fortunate enough to be asked to contribute a chapter to this book on Relationship Selling.

Contained within Volume Two: Key Insights and Advice from Today’s Well-Being Experts includes how to zoom towards your goals with a razor-sharp clarity and boundless energy.

For a complete description on both volumes and to order your copy, please visit Michele’s Website and let me know what you think. To your success!

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