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June Sales Tip ~ Relentless Follow Up
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May Sales Tip ~ Follow up
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Heat Up Your Sales
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April Sales Tip ~ Handling Objections
"Send me some literature"
Every once in a while when talking with a prospect over the phone, we hear, "send me some literature." One way to handle this objection is to state that since we have so much literature on all of our different programs we need to meet to determine the prospect's critical needs and ensure they receive the correct info.
"I'd be happy to send you some literature, and the package will arrive Tuesday at either 10am or 2pm. But just so you know, the package it comes in is five feet, ten inches, 189 pounds, with brown hair! Do you want delivery at 10 or 2?" The prospect will laugh just like you did and I'm in the door.
Heat Up Your Sales
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March Sales Tip ~ Networking Opportunities
Chamber of Commerce event. Coffee Connections, advisors meetings, young professional's network, women's network, old guy network (checking to see if you are paying attention), committee meetings, golf outing, annual dinner. The Chamber of Commerce is your best local networking resource, if your take advantage of it. SUCCESS HINT: Be a committee chair. (I get to choose speakers for one committee. Guess who the June speaker is?)
The Saddle Up Saloon. Invite your clients to this great venue inside the old Spaghetti Factory. Learn some line dances, watch some crazy people shake their booty and get to learn something new about your clients.
Heat Up Your Sales
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February Sales Tip ~ Video Cam
View this sales tip on You Tube: Click here.
An inexpensive way you can stay in front of your customers or clients: pick up a video-cam from either Wal*Mart or Target, mount it to the top of your monitor and you have your own production studio. Weather you are in Real Estate, Painting, Insurance, Marketing, PR, Financial Planning or you're in Counseling (either legal or mental) ~ whatever you do. A quick video can remind your customers or clients what you do, and how you can ease their pain.
Heat Up Your Sales
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January Sales Tip ~ Make 2010 a perfect '10
2010 Resolutions
Here's the top 10 from the chief cook and bottle washer:
1 Create a sales plan. Most people spend more time planning their vacation than they do planning their business.
2 Spend more time with family and friends. Nobody ever said, "I should have spent more time at the office."
3 Tame the bulge. Get fit with fitness. Buying bigger clothes does not solve the problem.
4 Quit smoking.
5 Enjoy life more. Jump out of a plane or go visit Maine (in August).
6 Measure your success. Don't wait until December to see how you did on your resolutions; measure your progress every month.
7 Get out of debt. Easy money saver: stop by the library, grab a dvd, start the fire and snuggle with your sweetie.
8 Learn something new. Twitter. Linked-in. Come golf with me; one of us will learn something...
9 Help others. Become a referring machine.
10 Get organized. Deal with your desk. File it or toss it; don't stack it...
Heat Up Your Sales in 2010. Set yourself up to start the year strong.
Do you have a sales plan?
The 3 B's of selling also apply to sales meetings: be bright, be brief & be gone.
Heat Up Your Sales
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December Sales Tip: Sales Planning Requires Management Commitment
Recently someone compared sales planning to a New Year’s resolution. There was a lot of year end focus in developing the plan as well as deciding what to resolve. After a few short weeks, both were a distant memory.
Sales planning isn’t just for big companies. Small businesses, entrepreneurs and professionals all need an annual sales plan to ensure they are moving in the right direction. But, what is the right direction? Most firms have a company goal of growing the business. They typically have a marketing plan identifying what they sell, who they sell to, what price to charge and what the competition is capable of doing. The sales plan is the strategic and tactical plan for achieving the marketing plan. It is a detailed process on how you will grow your business.
The two ways to grow your business are: 1) get your current customers to buy more, and 2) find more customers. That’s it. The management challenge is to exert a significant effort in developing the plan and then making folks accountable. Set difficult but achievable monthly goals and objectives. Here’s where management commitment comes in: every month measure the actual with plan and make decisions. If actual is at or ahead of plan, decisions are easy. If actual is below plan, action steps must be identified and implemented to get back on track. Remind the team of your desire to meet or exceed the sales plan.
A sales plan keeps your sales team focused on selling activities that lead to sales success. Make a good business decision: plan to succeed.
Heat Up Your Sales
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November Sales Tip: Meeting Guidelines
A great sales meeting is educational, entertaining and informative.
Publish
an agenda a couple days before the meeting. Request each participant to forward
any problems or issues they are experiencing; also have everyone be prepared to
share a success. Respond to each problem before the meeting.
The meeting must start on time..
1. The agenda needs to be focused, top 2 or 3 key issues (one page handout).
2. Meeting must be positive and focused on sales. Start off with a couple success
stories and sales ideas as to what's working in the field; complete with lots
of enthusiastic cheering.
3. Facts and numbers - details of actual sales compared with last year and plan.
Recognize the top performers. (Praise in public; criticize in private.)
4. Identify action steps that set goals and holds people accountable.
5. Communicate a brief review of key initiatives, promotions and marketing
activity for the next three months (one page handout).
6. Share a few more success stories.
7. Present sales tips, sales training or short role play by salespeople.
8. Wrap up with specific focus on next steps and ALWAYS end the meeting on an up
note and a motivating saying for participants to take with them. Play some
energetic music to pump up your team as they depart.
9. Follow up with an email recap before end of business.
Meeting
must end on time or early as the sales team needs to get to their next
appointment. Remember, this is a sales meeting not a gripe session. Table all
problems or complaints and say you or someone else will follow up today or
tomorrow.
The
meeting must never be anything but positive and enthusiastic. This should help
the team increase creativity, customer focus, successes and sales skills to
ensure sales are on fire.
The
3 B's of selling also apply to sales meetings: be bright, be brief & be gone.
Heat Up Your Sales
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October Sales Tip: Ask for Referrals
Nothing is more effective than referral
selling. Nothing comes close. Gaining a lead from a friend or colleague
is a precious gift. Do not be afraid to ask your referral source for a
name of someone that fits the description of your ideal client.
Whether you are networking with one person or dozens of folks,
enthusiastically share your elevator speech and ask for a few leads.
Elevator speech example: Sales Kitchen cooks up solutions to heat up your sales. Our October solutions now include ways to increase the quantity and quality of your sales calls. An ideal lead for us would be businesses or professionals wanting to maximize their sales potential.
Ask for referral example: Do you know one or two people wanting to maximize their sales potential?
Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Heat Up Your Sales
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There are dozens of closing techniques. September is the "best time" to close the deal and heat up your sales.
"Best-time" Close Technique
When people are stalling or will 'be back', emphasize how now
is the best time to buy. All entrepreneurs and professionals know that
'there are no be-backs'. Appeal to seasonal effects, such as Winter,
Christmas and other holidays.
Examples
* We only bring these in once at the beginning of football season; they will be sold out soon.
* Your pain is not going to go away by itself. Do you want to start treatment today or tomorrow?
* How soon do you want to ensure your mom will be safe?
* If you were going to start saving money, when would you start?
* Winter is coming. Did you get your furnace checked?
How it works The Best-time Close works by stressing how postponing is a bad decision and that now is the best time to buy.
Recipe for success: Always Hustle and Give Your Professional Best.
If you would like to receive monthly selling tips, click here. We'll start you off with "Igniters and Killers," phrases that can turn a good sales call upside down. Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Heat Up Your Sales
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August Sales Tip: The A B C's of Prospecting
When asking for a referral, help jog your client's memory by
suggesting people like family, friends, colleagues, strategic partners,
people they network with or their work-out buddy. Remember to add value
and focus on GIVING referrals.
Make a list of your prospects by category: A-B-C
A = a smokin' hot prospect that will do business real soon.
B = a prospect that is warming up to my product or service, but is not ready yet.
C = a prospect on the back burner I need to continually develop.
Work all A,B,C prospects with the objective of moving them to your 'CUSTOMER' list.
Recipe for success: Always Hustle and Give Your Professional Best.
Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Heat Up Your Sales
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July Sales Tip: Twelve Things You Should Do Better than Anyone Else
- Commit to be extraordinary.
- Focus on the customer.
- Set goals and be accountable.
- Sell to the right buyer.
- Ask powerful questions and listen.
- Present a compelling case.
- Use sales demos and proposals to close.
- Create more value.
- Sell beyond the predictable transaction.
- Build long-term, committed relationships.
- Use a sales process.
- Use a personal sales dashboard. (Selling Power)
Recipe for success: Always Hustle and Give Your Professional Best.
Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Heat Up Your Sales
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June Sales Tip: 8 Smokin' Ways To Heat Up Your Sales
1.
Develop a quarterly or monthly newsletter including solutions, tips and
ideas. Provides a gentle reminder of your program in this age of
constant media stimulation. 3.
Avoid becoming a commodity by just reducing your price. Provide
customers with added value by giving free bonus products or sizes, or
bundle items together. Don't use the phrase "free bonuses" use the
phrase "you will also get". 4.
Send a second offer to your customers immediately after they purchase.
Include a satisfaction questionnaire that will allow you to improve
your customer service. 8. Thank your customers for their business. Send them a note on their birthday or the anniversary of a major purchase.
2. Spruce up your assortment by creating new products and services or
improving old ones. Last years’ product mix won't help you beat this
year's sales goals!
5. Show your community focus:
donate a percentage of your profits to a charity your customers would
like. It could be a food bank, church, health care research, school,
environmental improvements, etc.
6. Build loyalty by developing a frequent shopper rewards program.
Provide another reason for repeat purchases from your favorite
customers.
7. Update your website with fresh material: content is king on the Web. Position yourself as a solver of problems.
Recipe for success: Always Hustle and Give Your Professional Best.
Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Heat Up Your Sales
+++++++++++++++++++++++++++++
May Sales Tip: Add
professionalism and panache with an impactful Power Point Sales
Presentation deck. Here’s a down and dirty presentation outline that
does it all:
1. Cover Page: Pretty logos and date of the team meeting.
2. Agenda: Gives the customer a preview of what's coming as well as how long the meeting will last.
3. F A B: Highlight the Features, Advantages and Benefits of your program. Do not throw the competition under the bus; be relentlessly upbeat. Sell F-A-B.
4. Solution Selling: Use facts and identify how you are solving the customers’ problem.
5. Recommendations: Ask for the sale but do NOT ask a yes/no question. “Would you like to start May 25 or June 8?”
6. Next Steps: Anticipate objections, recap decisions made, and provide action steps with a timetable.
7. Next Meeting Date: Schedule your next appointment. Customer’s calendar is very close. Should be the last item on the next steps page.
Utilize the 3 B’s of selling: Be Bright - Be Brief - Be Gone.
Recipe for success: hustle and give your professional best.
Heat Up Your Sales
+++++++++++++++++++++++++++++
April Sales Tip: Heat Up Your Sales by Adding These Ingredients:
1. Prospect; visit the library's resource department
2. Control the sales call; don't let the prospect lead
3. Conduct pre-meeting homework
4. Listen; don't talk too much
5. Stay focused
6. Prepare; understand your customer's business
7. Ask for the sale; make it a choice
8. Three B's of selling: Be Bright, Be Brief and Be Gone.
Recipe for success: hustle and give your professional best.
Heat Up Your Sales
+++++++++++++++++++++++++++++
March Sales Tip: Recession-Proof Your Business
- protect your cash flow
- examine your inventory; 'fix the mix'
- focus on core strengths; do more of what you do best
- increase tactics to obtain customers from your competition
- take care of your current customers; offer incentives for repeat business
- maintain your marketing strategy
Recipe for success: hustle and give your professional best.
If you would like to receive monthly selling tips, click here.Heat Up Your Sales
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February Sales Tip: Communicating
Things to say "Thank You" for:
- your contribution to the mission
- making my job easy
- caring
- your positive attitude
- your willingness to take risks
- your creativity
- your sincerity
- listening
- your sensitivity
- setting and maintaining high standards
- your ideas
- your contributions
- your leadership
- your responsiveness
- your maturity
- identifying ways to save money
- exceeding our goals
- your professionalism
Thank you.
Heat Up Your Sales
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January Sales Tip: Communicating
How do you respond when people say, ‘thank you?’
Thank you. No problem.
Thank you. Don’t mention it.
Thank you. You’re welcome.
The correct “Kroger” response was detailed on a sign in one of their stores we called on years ago in southeastern Ohio. It is the response we have used ever since.
“No
Problem” could imply the customer you helped find the elusive item was
a problem. “Thank you for helping me find the prune juice.” “No
problem, Mam.” Customers are never a problem. They are the reason we
have a job.
“Don’t
mention it” could imply you are telling the customer what to do. “Thank
you for filling my prescription quickly.” “Don’t mention it.” But the
customer wanted to mention it, that’s why they said thank you in the
first place. Customers are never a nuisance. They are the reason we
have a job.
“You’re welcome” said with a smile will leave the customer feeling fine and neither guilty nor a nuisance. “Thank you for bagging my groceries.” “You’re welcome.” “Such a nice employee; I love this store.” If we don’t treat our customers right, someone else will. Customers are precious. They are the reason we have a job.
Recipe for Success: ensure customers are delighted.
Thank You.
Heat Up Your Sales
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