Archive for February, 2008

Sales Hit of the Day: TIME HAS COME TODAY

February 29, 2008

No matter how efficient we are with our time, there is always a list of things we plan to get to someday “when I have more time.”

It might be family stuff, or cleaning up files in your computer, or making the rounds to see all of your customers just to say “thank you!” Or there may be a special project that you have been putting off that could make a huge difference in how you sell. What about that book or audio tape you bought but haven’t read or listened to yet?

Well, guess what? Time has come today. February 29 is the bonus day you have been waiting for!

Today is the little something extra (in Louisiana, they call it “lagniappe”) that we get every time Leap Year rolls around.

It’s an extra selling day, a bonus networking day, a value-added education/administration day…or, if you didn’t plan for it, it’s just another Friday.

Did you make a plan for today? Shouldn’t you make a plan for every day?

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TIME HAS COME TODAY

February 29, 2008

No matter how efficient we are with our time, there is always a list of things we plan to get to someday “when I have more time.”

It might be family stuff, or cleaning up files in your computer, or making the rounds to see all of your customers just to say “thank you!” Or there may be a special project that you have been putting off that could make a huge difference in how you sell. What about that book or audio tape you bought but haven’t read or listened to yet?

Well, guess what? Time has come today. February 29 is the bonus day you have been waiting for!

Today is the little something extra (in Louisiana, they call it “lagniappe”) that we get every time Leap Year rolls around.

It’s an extra selling day, a bonus networking day, a value-added education/administration day…or, if you didn’t plan for it, it’s just another Friday.

Did you make a plan for today? Shouldn’t you make a plan for every day?

Sales Hit of the Day: TROUBLE

February 28, 2008

You want to have the best quality customer you can find, and that means clients that always pay what they owe when it is due.

There are early warning signs of a company in trouble and, if you heed them, you’ll know when to require ‘cash and carry’ from them.

Some signs include:

• High turnover, especially on the sales team. If your client loses 50% of their employees in less than 3 months, watch out.

• High attrition of client’s customer base. If THEIR customers are turning elsewhere for solutions, that’s a real problem.

• Significant communication problems. If they forget their promises, or recall different conversations, be cautious.

• Recurrent accounting errors. If payments are missed because of an “error in accounting”, those “errors” will likely continue.

if you see any of the signs above, be very cautious about engaging that prospect.

TROUBLE

February 28, 2008

You want to have the best quality customer you can find, and that means clients that always pay what they owe when it is due.

There are early warning signs of a company in trouble and, if you heed them, you’ll know when to require ‘cash and carry’ from them.

Some signs include:

• High turnover, especially on the sales team. If your client loses 50% of their employees in less than 3 months, watch out.

• High attrition of client’s customer base. If THEIR customers are turning elsewhere for solutions, that’s a real problem.

• Significant communication problems. If they forget their promises, or recall different conversations, be cautious.

• Recurrent accounting errors. If payments are missed because of an “error in accounting”, those “errors” will likely continue.

if you see any of the signs above, be very cautious about engaging that prospect.

Sales Hit of the Day: THANK YOU

February 27, 2008

When was last time you received a ‘thank you’ note? Not an email or phone call, but a hand-written, specific ‘thank you’ note?

Chances are it has been awhile. But chances are also good you remember who sent it to you and why they sent it.

With so much technology at our disposal, a hand-written ‘thank you’ is a rarity, and that is why you feel so good about receiving one and why you still remember the last one you received.

What would your customer feel about you if you sent them a hand-written, specific ‘thank you’ note? Would you stand out from all the other salespeople clamoring for their time, their business, their money?

Make being thankful a daily priority. Find a reason to send at least one ‘thank you’ card a day, and you will soon have even more to be thankful about.

THANK YOU

February 27, 2008

When was last time you received a ‘thank you’ note? Not an email or phone call, but a hand-written, specific ‘thank you’ note?

Chances are it has been awhile. But chances are also good you remember who sent it to you and why they sent it.

With so much technology at our disposal, a hand-written ‘thank you’ is a rarity, and that is why you feel so good about receiving one and why you still remember the last one you received.

What would your customer feel about you if you sent them a hand-written, specific ‘thank you’ note? Would you stand out from all the other salespeople clamoring for their time, their business, their money?

Make being thankful a daily priority. Find a reason to send at least one ‘thank you’ card a day, and you will soon have even more to be thankful about.

Sales Hit of the Day: FEED YOUR HEAD

February 26, 2008

One of the most dangerous things a salesperson can do is reach a point where they believe they know it all.

When that happens, complacency sets in and very soon the bottom will drop out.

Don’t let it happen to you. Become a perpetual student of selling. Read the books. Listen to the audios. Attend every seminar you can reasonably afford.

Continue to feed your head with information, ideas, and strategies that you can use to set yourself apart from the great mass of salespeople who think they know it all.

[P.S. – Thank you for allowing me to feed your head with what I have learned in over 2 decades of selling!]

FEED YOUR HEAD

February 26, 2008

One of the most dangerous things a salesperson can do is reach a point where they believe they know it all.

When that happens, complacency sets in and very soon the bottom will drop out.

Don’t let it happen to you. Become a perpetual student of selling. Read the books. Listen to the audios. Attend every seminar you can reasonably afford.

Continue to feed your head with information, ideas, and strategies that you can use to set yourself apart from the great mass of salespeople who think they know it all.

[P.S. – Thank you for allowing me to feed your head with what I have learned in over 2 decades of selling!]

Sales Hit of the Day: (DON’T) ANSWER THE PHONE

February 25, 2008

How would you, as a customer, feel if a salesperson stopped a conversation with you to take a call on their cell phone?

I suspect you would think the salesperson believes you are not very important to them.

So how do you think your customers would feel if you did that?

Show prospects and clients some courtesy by turning off the cell. Or, if you leave it on and it rings in the middle of your conversation, don’t answer the phone.

The most important person is the one that is right in front of you, and you must not give them any reason to think otherwise.

Selling Sherpa’s Option: I leave my cell phone on, but in a vibrate mode. If I get a call during a meeting or presentation, I make a point of not even looking at the incoming number while turning off the vibrate ringer. That clearly shows my customer just how important they are to me.

(DON’T) ANSWER THE PHONE

February 25, 2008

How would you, as a customer, feel if a salesperson stopped a conversation with you to take a call on their cell phone?

I suspect you would think the salesperson believes you are not very important to them.

So how do you think your customers would feel if you did that?

Show prospects and clients some courtesy by turning off the cell. Or, if you leave it on and it rings in the middle of your conversation, don’t answer the phone.

The most important person is the one that is right in front of you, and you must not give them any reason to think otherwise.

Selling Sherpa’s Option: I leave my cell phone on, but in a vibrate mode. If I get a call during a meeting or presentation, I make a point of not even looking at the incoming number while turning off the vibrate ringer. That clearly shows my customer just how important they are to me.