When senior sales executives call to ask about my speaking and sales training services, I usually don't say anything about those things until I ask between 10-12 sales questions. Good old-fashioned common sense dictates that it's better to find out what somebody needs before you attempt to tell them how you can help solve their problems - at least that's been my experience. You see, I know that but unfortunately sometimes I forget it and it gets me into trouble - because I make another sales mistake. When someone gives you the impression that you have what they want it's easy to jump to the wrong conclusions. For example, I can't tell you how many times a president asks his admin person to call me, and no doubt other sales trainers, to find out what our sales training topics and speaking fees are. The admin person, in this case refuses access to the president. She says, "He gave me strict and specific instructions." There are ways to deal with this effectively, but I won't go into them now. About once a year I cave in, make a huge sales mistake, and just describe my sales training topics and my speaking fee. When this scenario plays out, I have never closed a sale - and it's no surprise to me. So I'm good for another year. I won't make this sales mistake again for at least another year. Right now I have a lot of good and positive things going on in my business. I just finished an e-book, I'm developing sales and sales management webinars for the general public, and putting the finishing touches on my new Effective Sales Management Training Program. All that is good news. Except when I make mistakes. And when I'm multitasking I'm also vulnerable to making mistakes. In last week's newsletter I mentioned I had a new eBook titled No-brainer Sales Tips Volume 1. What was I thinking? Well I wasn't thinking when I put a picture of the eBook cover and a mere 35 words describing the book. That was a huge mistake. It's like all I have to do to make a sale is to say "Here's what I got for you." Please excuse the fumble I made last week. Sometimes I get so busy I forget the basics. Has that ever happened to you? I should have done a better job relating to the needs of entrepreneurs and professional salespeople. I'll do better next time. It also
reminded me, just because I'm selling it,
doesn't mean everybody wants to buy it. You see, I know that but didn't remember it when I started promoting my eBook last week. So I went back to the drawing board and put together a short letter describing the content, describing the benefits, and emphasizing two FREE bonuses that are included with every order. When you're selling to your sales prospects and customers please keep in mind these two important points. 1. Never make any assumptions about your sales prospects and customers, because they're usually dead wrong. 2. Don't start selling too soon. In sales it's hard, maybe even impossible, not to make mistakes. The key is to avoid making the same mistakes over and over again. One more thought - multi-tasking isn't what it's cracked up to be. Want some evidence. About 28% of all auto accidents in the U.S. happen because people were multi-tasking when they were driving. I'm not sure about you, but I need less multi-tasking and more focus in my business. So for the remainder of this year - I'm committed to staying focused! If you're interested, you can see my second attempt to get salespeople and entrepreneurs interested in my new eBook here. You can also cut and paste this into your browser window: http://www.meisenheimer.com/products/no-brainersalestips.htm
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