Closing the Sale

One of the hardest things for new salesmen to do is to close the sale--get the customer to sign on the contract and hand over the money. Here are nine quick tips on Closing, from Jay Levinson.



1.
Listen to your customers actively, be really interested, no, be fascinated! Sit
on the edge of your chair, literally.





2. Wait to give your presentation. "Don't spill your
candy in the lobby," and don't tell the good news on page one.





3. Be a "sales doctor." Be sure that you've thoroughly explored
exactly how your customers want to look and feel by using your product. Then
support them in their conclusions.





4. Ask for a "ballpark" budget figure, a range, "off the
record," "in round numbers," and then refine it.





5. Give your sales presentations only to those who can make buying decisions.





6. As a salesperson, be friendly, but don't make friends.





7. Assume that prospects know nothing about you, your products, or your
organization and don't tell until they ask.





8. Everyone's a "Number One." Let all know that you know.





9. Everyone knows when they're being controlled or manipulated and we all
resist it. Don't do it. By letting your customers feel more "in
control" you'll actually be more in control.





In the end, know when to walk away and know when to push for the signature. And don't leave without it.





-Shawn

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Customer Management

To call or not to call. That is a very typical question. How frequently should you call your leads? How frequently should you call your current customers? How frequently should you call your past customers? What is too many? What is too few? What is the Goldilocks of telephoning--what is just right?



The quick answer is: there is no fixed answer. It depends on what you need and the personality of your customers. If you're pushing to convert a lead to a signed customer, then you should be more aggressive in contacting the customer--but pay careful attention to the clues you pick up and don't overplay your hand. Some customers need a delicate touch while others need to be pushed hard, sometimes multiple calls a day, to get that signature.



In the end, know your timeline and know your desired outcome. Make sure your telephone strategy fits the needs and personality of the customer's decision-maker.



Everything else is just chaff.





-Shawn

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Getting Older

It's a sign of the times that I must be getting older. I really don't care about Apple's new iPhone. No, I couldn't actually care less about it. I'm fascinated by Apple's herd-marketing skills and tactics; there's nothing harder than marketing 'edgy' products successfully, year after year.



But purchase an iPhone? Not likely. It looks like it is slated to have a hard time with standard email and win-mobile apps that we use every day for honest-to-god workforce productivity. What is the functional value of it to me, either as a cell-phone user or as a boss?



Bright and shiny doesn't cut it any more.





But their underground marketing blitz is just as impressive as their implementation of their long-term strategic plans.



-Shawn

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Quick Tip for the Day

Today, we'll be talking about customer referrals. To drive increased new customer sales, always have your staff end conversations with customers with this simple question: Which of your friends or colleagues would you refer us to?



Make this a part of your every customer interaction and you'll be surprised how many low-cost, easy-to-convert leads you quickly pickup.



Told you it was a quick tip.



-Shawn

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Ya gotta have Faith

One of the most important elements to any successful business venture is faith. I don't mean 'god will see me through this...' faith or 'can I be  one with the buddha?' faith. I mean good old self-confidence. Any successful organization, be it a company, club, team or group of friends has faith that their common goals will be achieved. That they can overcome the adversity that they will face. That they will 'win in the end.'



Why? Simple: it gives the business the focus, the drive, the energy and the perseverance to fight through the obstacles and churn through the piles of work required to achieve their goals.



Success is hard work, perseverance and luck. And with faith in your ultimate success and self-confidence in your company and yourself, you can face the future and achieve your business goals.



-Shawn

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