One More Thing
called an extra effort. Do one more thing.
Your sales prospects
customers will always appreciate your extra
It takes a great deal
of self discipline to succeed in
the business of selling.
First and foremost,
if you are an entrepreneur or a
professional sales person, you must dedicate
to continuous learning.
Zig Ziglar, in a recent
article, says he gets comments
from people who complain that "The effects
seminars, books, and audio CDs - don't last."
His response to that
is: "Neither does bathing, that's
why we recommend it daily."
He makes an excellent
You can always do one
more thing - for example you
could make one extra prospecting telephone
day. The impact on your selling results would
astonishing. However, it means you have to
cellphone one more time everyday.
During a first sales
call with a new prospect you could
ask one more intelligent question to get to
potential customer better.
After every first sales
call to a new sales prospect
you could always follow up with a hand written
card. You could do one more thing by using
pen to write your note.
Once you've identified
a major problem your sales
prospect is experiencing, you could do one
Using a calculator with your sales prospect
dollarize the annual cost of his problem.
You could then add up
the cost of this problem for
You could do one more
thing and add up the cost of
this problem for 10 years. When you dollarize
of the problem over the next 10 years you've
something that very few salespeople ever do.
The bigger the problem,
in dollars, the more interest
your sales prospect will have in solving his
with your product/service solutions.
If your business environment
requires that you prepare
sales proposals, you could do one more thing
them even better. For example you could include
organizational chart which includes photos,
numbers, fax numbers, e-mail addresses, and
six people who usually interact with your
To keep your sales prospects
thinking about you, you
can create a communication drizzle that includes
greeting cards, handwritten notes, creative
faxes, and of
course phone calls.
And you do this because
you recognize the value of the
Thomas Kempis quote "Out of sight, out
When you reach the point
in the selling process where
your next step is to ask for the order, you
can do one
more thing. You can prepare and practice three
can ask for the business.
Don't complain and don't
explain if your business isn't
Just keep doing one
more thing every day and you'll have
more business than you can handle.
that be nice?
Return from One More Thing to Sales Articles