Today’s Sales Hit: STIR IT UP

You already attend regular meetings all the time, right? Maybe it is a Chamber of Commerce, service organization, professional association or leads group.

Do you sit at the same table with the same people every time?? Most people do. It’s just natural to fall back on the comfortable friendships already established.

But don’t get stuck in a rut; stir it up!

Make a deliberate point of meeting at least one or two new people every time you go to your regular meetings, even if it means sitting at a different table.

Go beyond just getting their business card and asking about their company. Take the time to draw out more of who they are as a person, discover what you have in common, and sow the seeds for what become a close friendship.

And remember to follow up appropriately with a call, a note, or an in-person visit to just say hello without making a pitch.

Once the friendship has taken root, you’ll be in a great position to help a friend when they need what you sell.

© 2012 YOU ROCK!®

ARE YOU READY TO ROCK? – Call to schedule coaching sessions for yourself or your team.

Today’s Sales Hit: SITTING AT THE WHEEL

Have you ever heard the old saying that a roomful of chimpanzees randomly banging on typewriters will eventually write a masterpiece novel?

Selling is similar in that, if you keep plugging away at it, you will eventually get a big sale, even though you don’t know how you did it. Winning a big sale without being aware of HOW you won it doesn’t really get you anywhere.

You need to understand your particular selling process and plan every move so nothing is left to chance.

For most products, services, or treatments, the process will progress through establishing rapport, revealing the real motivations to solve a problem, discovering the budget for the solution, identifying the decision-making process, making a presentation, and confirming a sale or a miss.

Allowing a prospect to lead the discussion usually results in a random path, twists, turns, and confusion. Who wants to be a passenger in that vehicle?

If you want to drive the sales process, you’d better be sitting at the wheel!

© 2012 YOU ROCK!®

WANT YOUR CONFERENCE TO ROCK? – Call to schedule a presentation for your corporation or association.