Sales Hit of the Day: I HEARD IT THROUGH THE GRAPEVINE

Every business owner knows the best advertising in the world is the evangelism of their top customers.

Nothing is more effective than loyal, sometimes fanatical, customers telling friends, family, and colleagues about their experience and encouraging others to become customers.

The same thing applies for sales professionals.

When prospects come to you saying, “I heard it through the grapevine that you are the person to call about (fill in the blank),” the sale has already been made and the only thing you have to do is help the customer makes decisions about quantity, size, and color.

Your challenge is to find new and exciting ways to “wow” your customers every day.

Become the salesperson that every customer talks about to their friends, family, and colleagues, and you will be #1 in your market.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge? Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: MAGAZINE

You always want to do research on your prospect’s business and industry before you make an appointment.

But don’t stop there!

Make sure you arrive early for your meeting and, while you wait, take a look around the reception area.

Take note of which industry awards they have on display. Observe any trophies, plaques, photos, or certificates that demonstrate which youth groups, charities, or community service programs they are involved in.

If none of those items are on display, at least look at the coffee table and find out which magazine they have a subscription to.

Then go get a copy for yourself so you can have some insights into new developments and trends that could affect the buying decision.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge? Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: LAWYERS IN LOVE

Have you seen the television program called, “Shark Tank”?

The premise of the program is entrepreneurs put their ideas in front of a panel of 5 millionaires and try to convince them to invest in whatever product, service, or treatment they have created in exchange for equity in the business.

During one episode, there was a presentation that was painful to watch. Two lawyers in love had created a combination coffee house/legal service firm, but the pitch quickly ran off the rails as the man had forgotten the presentation, and his mate was trying to coach him through it instead of just taking charge. It was a disaster!

Don’t let this happen to you!

If you plan to make a presentation, rehearse it until you know it cold. Then rehearse it some more.

And if you plan to do a team presentation, make sure everyone knows their part, or let the strongest person on the team be responsible for making the entire presentation.

Nothing kills a potential sale quicker that a lousy pitch.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge? Send an email with the details, and I’ll share some ideas in a future sales tip.

Sales Hit of the Day: ECHOES

An easy sales conversation technique that rocks is one that I call “echoes”.

Whenever a prospect voices an objection, opinion, or condition, repeat it back to them in a gentle inquiring manner.

For example, if a prospect says they think your product, service or treatment costs too much, wait just a moment and feed their comment back to them as a question, as in, “Costs too much?” Then quietly wait for a response.

Typically, the buyer will start elaborating why they feel that way. In the process, they will share insights into how they are making a buying decision, and ultimately give you all the information you need to make sale…as long your solution is a good one.

You do need to be cautious about using echoes too much. The last thing you need to sound like is a parrot.

If you practice enough to make it sound completely natural, echoes might be the answer to most of your selling questions.

© 2011 YOU ROCK!®

REQUEST LINE IS OPEN – Got a sales or marketing challenge? Send an email with the details, and I’ll share some ideas in a future sales tip.