I know...it's summer and people are out of the office, no one's spending any money, and you may as well not come to work because you won't make any sales anyway - right? WRONG! You can make sales in the summer - you just have to make a few adjustments. Here are a few from sales trainer Mike Brooks.
Make more calls before noon. In summer, most people can't wait to leave the office and enjoy the sunshine while it's here. It's a proven fact that during summer most of the work, and attention given to that work by employees, takes place during the morning hours.
You need to capitalize on that workflow energy and dedicate yourself to making as many of your calls as you can before noon. That doesn't mean you stop calling after noon, but try to put off your other activities like paperwork, quotes, etc., until later in the day and do the bulk of your calling in the morning.
Also, try to make an additional 5 calls per day. If you can accomplish that, you'll put in over 315 additional calls this summer. That, combined with morning calls, will pay off for you big time.
Be prepared to talk vacation. Need an instant rapport builder? Ask your prospect where they are vacationing this summer and then let them talk! Did you notice that I used an assumptive question here? I didn't say to ask, "Are you taking a vacation this summer," rather ask "Where are you vacationing this summer?"
After you listen and ask some questions about their vacation, it's time to get back to business. Try a good transition sentence like, "You know _________, many of my clients are taking vacations as well and they are making sure to get all the business done that they can ahead of time so they can relax and enjoy their time off. I'm taking orders now for (your product or service), how many (your product or service) do you think you'd like to order before you leave?"
Adapt that script to fit your selling situation, but use it after talking vacation - you'll get more orders than you think.
Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm
Showing posts with label summer selling. Show all posts
Showing posts with label summer selling. Show all posts
Tuesday, July 7, 2009
Friday, June 26, 2009
Summer Selling
Are you going on vacation this summer? If you've got some days saved up, cheap flights and hotels make it a great time to get in some rest and relaxation. That being said, you don't want vacation time to have any negative impact on your business. Follow these tips from Mark Hunter, The Sales Hunter, and you'll be able to rest easy knowing your sales aren't going anywhere.
"Summer is upon us and that means a lot of vacations. Just because there's a vacation in your schedule, it doesn't mean you should let it slow your selling process," says Hunter. "As much as you might be looking forward to it, it's best to avoid mentioning it to prospects or others. Talking about it may give a potential customer a reason to go someplace else when they're ready to buy, if for no other reason than they think you won't be focused on serving them."
Take these steps to avoid missing sales while you're away:
1. Make sure either you or someone else can still check your email and voicemail messages at least a couple of times a day.
2. Know in advance how you will handle any orders that may come in and how sales questions or issues will be handled.
3. Plan your vacation schedule so you will have a couple of blocks of time to deal with hot sales issues. For example, take one hour every other day to be available by phone or email to deal with issues. If you don't need it, great! If you do need it, you won't feel that it has disrupted your vacation because you planned for it in advance.
4. Do not leave a message on your voicemail saying you're away on vacation. Nothing will turn off potential customers faster than knowing you're away.
5. Always remember that your vacation is a product of the job you do. If you didn't do your job, you wouldn't have a vacation so working a little bit while you're on vacation is certainly no big deal.
Mark Hunter, "The Sales Hunter," is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact "The Sales Hunter" at www.TheSalesHunter.com.
"Summer is upon us and that means a lot of vacations. Just because there's a vacation in your schedule, it doesn't mean you should let it slow your selling process," says Hunter. "As much as you might be looking forward to it, it's best to avoid mentioning it to prospects or others. Talking about it may give a potential customer a reason to go someplace else when they're ready to buy, if for no other reason than they think you won't be focused on serving them."
Take these steps to avoid missing sales while you're away:
1. Make sure either you or someone else can still check your email and voicemail messages at least a couple of times a day.
2. Know in advance how you will handle any orders that may come in and how sales questions or issues will be handled.
3. Plan your vacation schedule so you will have a couple of blocks of time to deal with hot sales issues. For example, take one hour every other day to be available by phone or email to deal with issues. If you don't need it, great! If you do need it, you won't feel that it has disrupted your vacation because you planned for it in advance.
4. Do not leave a message on your voicemail saying you're away on vacation. Nothing will turn off potential customers faster than knowing you're away.
5. Always remember that your vacation is a product of the job you do. If you didn't do your job, you wouldn't have a vacation so working a little bit while you're on vacation is certainly no big deal.
Mark Hunter, "The Sales Hunter," is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact "The Sales Hunter" at www.TheSalesHunter.com.
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