A New Kind of Resolution

It's almost time for New Year's Resolutions. Besides the usual resolutions of eating better or exercising, how about making a commitment to helping your customers in any way you can?

I came across this tip from sales expert Dave Kahle, and was immediately impressed by the giving attitude (and how it can help you win more sales!) What a way to start the New Year.

"When a customer goes out of business in your territory, get the home addresses, phone numbers and resumes of your contacts," says Kahle. "When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your area. Whether or not they find employment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company giving you a great opportunity to leverage your relationship into a new account."

Dave Kahle is president of The DaCo Corporation, a sales training and consulting firm. He is also a high-energy, high-content speaker, with a special gift for engaging his audiences and stimulating people to think. Learn more about Dave by visiting his website at www.DaveKahle.com.

SalesDog Quick Tip

Nothing burns a customer more quickly than a broken promise. Don't make promises you can't keep 100% of the time.

Here's an easy way to remember this: Be slow to commit and quick to deliver.
Today's quick tip comes from sales expert Jim Meisenheimer.

The Power of a Hand-Written Note

Yesterday we started the week with a reminder to extend this season of thanks with gratitude to those who play a part in your sales success. Your customers certainly play a big part in your sales success - why they define it. Sending a hand-written note of thanks is an ideal way to express your gratitude.

"The true power of the handwritten note is that it is personal," says sales trainer Tom Richard. "Think of the people who send you handwritten notes. Mostly family and friends, right? Receiving a handwritten note from you is as comforting and pleasant for your customer as hearing from an old friend. It does more than just say 'thank you' for the meeting, lunch, phone call or referral. It sends an important message about you, and how you like to conduct business."

"If you think sending handwritten cards is a lot of work, you're right. That's why your competitors aren't doing it. In today's selling world, success depends on separating yourself from the competition every chance you get."

Just think: a few minutes and a stamp can help you grab your prospect's attention, maintain strong customer relationships, and make someone feel special. Why are you waiting?

This advice was excerpted from Top Dog Sales Secrets. Tom Richard is an author and sales trainer. Learn more about him at www.TomRichard.com

Unstuck the Staller

You know the type - they hem and haw through all your follow-up phone calls and just can't seem to make a decision. Phone call after phone call, meeting after meeting, and you're no closer to a deal. What can you do to get them to take action? Try this advice from author and speaker Dianna Booher:

Offer guarantees

"Stallers typically suffer from indecisiveness," explains Booher. "Create opportunities for the indecisive to touch, see, feel, and experience your product or service. Provide all the possible evidence of results. Put the indecisive in touch with references who can offer assurances. Delay payment options until the buyer has opportunity to sample your service and trust that you will not deliver and then run and hide."

Help the indecisive to pass the buck

"Once you determine your Staller is incapable of making a decision no matter what guarantees you offer, help him to pass the decision off to others, for example, his boss, a team of colleagues such as a task force, or even a subordinate 'who needs to develop judgment.' If the would-be target is a task force, volunteer to help get the group organized. Yes, generally, it is tougher to sell to a committee, but you have a better chance of selling to an action-oriented committee than a stalled individual," says Booher.

You probably have a few Stallers clogging up your pipeline right now. So, get in gear and put this advice to work for you right away.

-- Dianna Booher, founder of Booher Consultants, is a contributor to Top Dog Sales Secrets. She delivers keynotes and training on business communication.