In sales it's called an extra effort. Do one more thing every day and see how your sales prospects and customers react. Your sales prospects and customers will definitely appreciate your extra efforts.
It takes a great deal of
self-discipline to succeed in the business of
First and foremost, if you
are an entrepreneur or a professional sales
person, you must dedicate yourself to continuous learning.
Zig Ziglar, in an article,
is quoted as saying he got comments from
salespeople who complained that "The effects of motivational
seminars, books, and audio CDs - don't last."
His response was: "Neither
does bathing, that's why we recommend
it daily especially if you're in sales."
He makes an excellent point there!
You can always do one more
thing - for example you could make
one extra prospecting telephone call every day. The impact on your
selling results would be astonishing.
However, it means you have to dial the cellphone or knock on one
more door every day.
During a first sales call with a new sales prospect you could ask one
more intelligent question to get to know your potential customer better.
After every first sales call to a new sales prospect you could always
follow up with a hand written note card. You could do one more thing
by using a fountain pen to write your handwritten notes.
Once you've identified a major problem your sales prospect is experiencing,
you could do one more thing.
Using a calculator with your sales prospect you could dollarize the annual
cost of his problem.
You could then add up the cost of this problem for five years.
You could do one more thing and add up the cost of this problem for
When you dollarize the cost of the problem over the next 10 years you've
accomplished something that very few salespeople ever do.
The bigger the problem, in dollars, the more interest your sales prospect
will have in solving his problem with your product/service solutions.
If your business environment requires that you prepare sales proposals,
you could do one more thing to make them even better.
For example you could include an organizational chart which includes
photos, phone numbers, fax numbers, e-mail addresses, and titles for
six people who usually interact with your customers.
To keep your sales prospects thinking about you, you can create a
communication drizzle that includes e-mails, greeting cards, handwritten
notes, creative faxes, and of course personal phone calls.
And you do this because you recognize the value of the Thomas Kempis
quote "Out of sight, out of mind."
When you reach the point in the sales process where your next step is
to ask for the order, you can do one more thing.
You can prepare and practice three ways you can ask for the business.
Don't complain and don't explain if your business isn't booming.
Just keep doing one more thing every day and you'll have more business
than you can handle.
Wouldn't that be a nice problem to have?
This week I’m recommending 2 books written by my good friend Art Sobczak.
Art is an expert on using the telephone as a sales tool.
Here are the 2 books:
Smart Calling – Eliminate the Fear, Failure, and Rejection from
Get your copy here: http://amzn.to/1tsKgWE
How to Sell More In Less Time with No Rejection Using Common
Sense Telephone Techniques
Go here: http://amzn.to/1qKXJJl
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