close More Sales: Tip #113

May 27, 2009 by Leave a Comment

Do you think ahead?

Upon visiting the doctor today for a routine check-up, he suggested I have a tetanus shot. He then stated the new shots last for 15 years. Unfortunately, the doctor added one more sentence:

“This is the last one you will need.”


I certainly hope he isn’t psychic!

The point here is if you were to speak to your clients without forethought of what you were saying, you will make blunders such as the doctor did today. Instead of building relationships with prospects and turning them into clients, you will have the opposite effect of seeing them run far away from you as fast as they can.

Communication is a key factor in your marketing and sales efforts. Keep a positive mindset and communicate on a positive note. You will close more sales and they will surely be 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 #112

May 27, 2009 by Leave a Comment

Do your customer service policies need to be reviewed?

All of our services were switched: television, telephone and internet. We were up for a day and then everything crumbled leaving us with no service at all.

Unfortunately the drop in service occurred over the holiday weekend. My representative was away from the office enjoying her time off. Upon calling the 800 number we heard the following:

Sat: We will call you as soon as the problem is fixed later today. No call was ever received.

Sun: We have no record of yesterday’s call; let me give you a ticket number and I’ll call you back. No call came.

Mon: There is no record of your first or second call.

First thing Tuesday morning, I called Carolyn, our representative. She said, “Let me tell Management.” A young technician soon arrived to fix the wires. He let us know that the technician over the weekend connected some incorrectly and left others unconnected. However this technician could not fix all of it. He did let us know that an emergency meeting was taking place mid-day.


Later in the day an older and senior technician came to our site and Finally fixed everything. I called Carolyn to let her know the status. She thanked me for letting her partner with us to get the situation resolved. Without my asking, she then offered to credit our account this month. Having the internet back up and my account credited turned a bad situation into making me a happy client once again.


The initial poor service made me wonder if I switched to the right company. The later good service reaffirmed my decision. Good service is a part of your business development and marketing efforts because people talk. The good service will bring more prospects into your sales funnel and you will close more sale – they of course will be a Smooth Sale!

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

Close More Sales: Tip #111

May 21, 2009 by Leave a Comment

Do you sometimes forget old acquaintances?

Upon being asked to speak an hour and a half away from my new hometown, I realized that an acquaintance of 3 years ago works only 10 minutes away from their location. And so I accepted the opportunity and called my acquaintance of long ago. This morning, I had the pleasure of speaking to a welcoming entrepreneur club and then drove to see my old friend to pick up the conversation from where we last left off.


You may wonder if this wouldn’t be a strange event? The fact is people appreciate being remembered and become curious as to what is new in your world. Likewise, their world has changed so it is great to explore what’s new and how you might help each other in the future. A side benefit from doing this is it serves to build the relationship into a more relaxed friendship. We wound up sharing old corporate war stories, facts about our families and discovering new things personally and business-wise about one another.


By the time I left the appointment, my one time prospect, with whom I had little in common, became my potential new client and a budding friend. The “keeping in touch with everyone” process becomes a combination of your business development and marketing plans. As you make this process a habit, you will close more sales – and the sales will be relaxed and fun. In other words, you will be enjoying the Smooth Sale!

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

Close More Sales: Tip #110

May 20, 2009 by Leave a Comment

Is your image Green?

As a speaker at the SGMP Conference in KY last week, I had the privilege to sit in on another speaker’s breakout session. A small part of her topic was becoming “Green”.

Recognizing the importance of the topic, I focused on her tips. It became clear to me that being Green is equivalent to the image you present through professional dress, website and collateral. Implementing simple green strategies is becoming an important part of your image.


Suggested Green Image Ideas:

1. Vendors – use recycled cloth bags for giveaways rather than paper
2. Business trade show hosts – eliminate table cloths to save water and find nicer reusable tables
3. SGMP offered free shuttle service from/to the airport for events to avoid multiples of private cars and taxis
4. Speakers – rather than multiples of handouts, offer to send electronically (this one is up for debate as some view it as a savings for the speaker vs. a genuine caring for the environment) Comments welcome!

Examine your business to determine a small change you might make in order to help our planet. While giving to society, it will also enhance your image. A by-product will be marketing you as having gone “Green”, and may well attract more prospects to your sales funnel, helping you to close more sales. Your future business will be a Smooth Sale!

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

Close More Sales: Tip #109

May 19, 2009 by Leave a Comment

Are you comfortable with asking for what you want?

Entrepreneurs attending my workshops, talks, posing questions online and my coaching clients, all tell me they are “uncomfortable” following-up, asking for referrals and/or asking for the business. There is only one word I can think of that will help you overcome this dilemma – Practice!

If you are serious about building a dynamic business, I suggest you list every task you must do on a daily basis that makes you uncomfortable. Next, prioritize the tasks in order of the least worrisome at the top down to the most worrisome.

Tackle one task at a time by practicing execution daily until it becomes a natural for you. Once you have conquered uncertainty #1, cross it off the list and tackle uncertainty #2. You must become comfortable and at ease with every task required of your business in order to achieve your dreams.

Your advantage for going through this painful exercise is you will then be able to market to a much wider audience, attract them to your sales funnel and your prospects will soon become your clients. You will more easily build relationships with everyone, and you will close more sales. Best of all, you will be enjoying the Smooth Sale!

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Close More Sales: Tip #108

May 18, 2009 by Leave a Comment

How committed are you to your business?

This is one important area where the men excel over the women for developing business and closing more sales. Men do not allow other aspects of daily living to interrupt what needs to get done in order to advance their business. Furthermore, they have the mindset and belief systems in place for succeeding.

When you speak to a male you will most often hear their marketing messages of how terrific they are and why everyone should want to do business with them. Now sometimes this messaging is too strong and it scares their prospects away.

Ladies, if you are a caregiver, it will be even more critical to maintain focus on your business and goals when you do work. This alone will advance your business more quickly.

What the men can learn from the women is to build relationships with prospects and clients. This particular strategy produces far greater results and will bring in many 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 #107

May 16, 2009 by Leave a Comment

Do you build relationship wherever you are?

While on a shuttle bus on the way to a conference in KY, I met a young woman named Karen and asked how she was associated with the group. We had a nice introductory conversation.

Later that evening, Karen saw me on the street and greeted me with a hug. Two days later, at the conference trade show, I visited Karen’s booth. She introduced me to her associates and then provided insight as to whom and which organizations I should follow up with after the event. The names of the organizations were new to me and I was very appreciative.

I parted company by handing Karen a copy of my book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, published by Sourcebooks.

Had I initially dismissed Karen because she is much younger or desired to “keep to myself”, there would be no hope for future business. Instead, by keeping a positive mindset, I received a wealth of insight and will be approaching these suggested prospects upon my return. I will continue to build my relationship with Karen, and quite possibly, in the near future, I will have another Smooth Sale!

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Close More Sales: Tip #106

May 15, 2009 by Leave a Comment

Does your clientele sell for you?

Continually cold calling gets old and frustrating. The basis of Smooth Sale training is to do such a thorough job for your clients that they are appreciative and strive to help you in return. In essence your clientele becomes your sales force.

Recently, a new acquaintance said she was “somewhat interested” in my sales training coaching services, but needed assurances from other clients before she would move forward. Upon my request, three of my previous clients went above and beyond what I hoped for. They politely emailed my prospect, and then two of them picked up the phone and had a nice conversation with her.

Not only did my clients rave about the Smooth Sale program, but they gave my prospect insight as to how she may maximize the experience of working with me and enhance her business. I was amazed and grateful by the generosity of their their kind words and time involved to help me. Upon being asked, they each willingly sold for me and I now have a new client.

Many of my relationship building and selling methods are shared in “Nice Girls DO Get The Sale: Relationship Building That Gets Results” published by Sourcebooks. The book is meant for men and women alike. Building relationships never stops. Each of my “sales force” will be receiving a gift in appreciation for their help. Because of them, it was my turn to enjoy a Smooth Sale!

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close More Sales: Tip #104

May 14, 2009 by Leave a Comment

Ever have one of those days where everything goes wrong?

For the past month I was looking forward to speaking at a national convention in KY. The moment arrived and I was prepared, except…

1. My designated breakout room required a GPS system – everyone arrived late.

2. The computer decided not to work so my PowerPoint presentation appeared to be dead

3. They printed my article for handouts but not my presentation

4. The boxes containing my product line and gift handouts were supposed to be delivered to the room by 1:00 p.m. but by 1:45 p.m. they were no where to be seen

5. My subject matter was a little off of my main theme so I interwove the two together hoping, with fingers crossed, my audience would see validity.

I learned in the early years to not stress over mini-disasters. Things have a way of working out. The technical staff lent us their computer, so the slide presentation was soon up and running. My boxes arrived 5 minutes before the first session was to begin enabling us to quickly set up our Smooth Sale product line for viewing.

The people who actually found the room were clearly my target audience because it took considerable effort on their part to find it. Most important, they were extremely appreciative of the information I shared. By keeping focus and telling yourself what matters most is making solid connections with people in the room, the extraneous details aren’t as critical. In today’s case they seemed to iron themselves out. I received high marks!

Entrepreneurs and salespeople alike need to always focus on building relationships with prospects and clients, market in an inviting manner and never appear stressed if that’s possible. In this manner, you will close more sales and they will be a Smooth Sale!

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Close More Sales: Tip #104

May 12, 2009 by Leave a Comment

Do you thank your clientele and keep an open door policy?


Customer service or how your treat your clientele will determine your ultimate success. Those who have in-person or online communities, in particular, need to be very much aware of updated trends in customer service and be certain personnel is following policy to its fullest degree.

You will not sell everyone 100% of the time or obtain immediate sales whether in corporate or as an entrepreneur. By keeping an open door policy, you graciously allow your clientele to enter and exit your community at their convenience and make it exceedingly easy for them to do business with you. This style has proven itself time and again through the years.

Recently, I withdrew from one such community after having been an active participant for the past six years. I received an email stating I have one week to re-think this action. If I do not re-instate, I will no longer be welcome at any of their events, not even as the guest of someone else.

Wouldn’t it have been much nicer and kinder for me to have received a card in the mail saying, “We appreciate your loyalty over the past six years. Whenever you are ready to return, please know you are welcome. Thank you so much for your past business.”

Word of mouth spreads, people talk. If people are going to talk about you and your business, make certain it is because of something kind or marvelous that you did. Change your mindset to helping others and you will easily close more sales. More importantly, they will all be a Smooth Sale!

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Filed Under: Business Development, closing, Customer service, Entrepreneurs, Mindset, Prospect, Sales ·
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