Diligent follow-up is an important part of being successful in sales, but have you ever worried that your follow-up comes off as desperate to your prospects? It's easy to cross the line without realizing you're doing it. These tips from sales trainer and author Renee Walkup are a great way to make sure you're coming off as professional and dedicated - and not desperate!
Avoid pinning the customer into your time frame.
For example, telling the customer that you will call him in two days doesn't empower him to take the lead. What's so special about two days? Ask your customer when is the best time for him. You may find it's sooner than two days. Once you negotiate the day and time, then be diligent by following up when you promised.
Avoid the "end of month special" approach.
Whenever a salesperson tells a customer that they have to purchase by the last date of the month/quarter/year, it spells "desperate" to a customer. Let the customer know about the deals and be more relaxed about the end of month. You can follow up, and in fact, I encourage you to do so...just don't push for the end of the month. Customers are able to recognize a good deal and they buy on their time frames. Just keep in mind that if the customer misses the 31st deadline, they will end up paying more and you increase your commissions.
The same is true for price increases for those of you in commodity markets.
When you call and tell your customer the price is going up by the 6th, another reminder call, email, or note is perfectly in order. The customer has a calendar--give them the options of when to buy when there's an impending price increase on the horizon.
Always do what you say.
If you tell the customer you will call on Thursday at noon, it doesn't matter what has occurred, call the customer at that time! Even if an emergency has arisen, call before that time and let him/her know.
Follow up, follow up, and don't forget to follow up!
Remember the "diligence" part?
Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone."
Tuesday, December 9, 2008
Monday, December 8, 2008
Quote of the Week
"Nothing else can quite substitute for a few well-chosen, well-timed, sincere words of praise. They're absolutely free - and worth a fortune." -- Sam Walton, Founder of Wal-Mart
Have you started sending out your holiday cards yet? The postman has been sending bigger and bigger stacks my way, a clear reminder that I need to get started!
When you're sending out your cards, take the time to write a personalized note to each of your clients, telling them what they mean to you. A few words about how they brighten your day, or how you love the jokes in their emails will remind them that you care - and that you pay attention!
Have you started sending out your holiday cards yet? The postman has been sending bigger and bigger stacks my way, a clear reminder that I need to get started!
When you're sending out your cards, take the time to write a personalized note to each of your clients, telling them what they mean to you. A few words about how they brighten your day, or how you love the jokes in their emails will remind them that you care - and that you pay attention!
Friday, December 5, 2008
Don't Let the Economy Stress You Out!
We've got so much stress in our lives these days - from the holidays and the economy, in addition to all the regular stress in our lives! Not only does stress make you feel bad, it also takes away from your work and makes you less productive - thus creating more stress. Beat the stress cycle with these tips from sales trainer Colleen Francis.
1. Laugh. Laughter is one of the best tension releasers there is. Find things to laugh about and people to laugh with. Laughter is a great antidote for taking life too seriously. I keep a file of great jokes in my email system so when I need a great laugh, I can get one instantly! I also visit www.despair.com for a good laugh.
2. Take breaks. If you are working on a stressful activity, set it down for a few minutes, stretch and if you can, go for a walk. Learning to interrupt a stress-producing activity will help give you the break from tension that you need. You'll return to your activity refreshed and ready to be more productive. If you can get some exercise it will help you clear your mind and more productively solve the problem or the task at hand. Your body needs a break about every 90 minutes. So be sure to get up from your desk, have a snack and change your focus for about 15 minutes.
3. Make "happy" plans. Reward yourself for completing a task or hitting a goal. Make sure you set that goal in advance of completing the task because anticipation is an exciting feeling and will help propel you to success. Plan to see a special movie, eat out with someone you like, or do something else that pleases you. What gets rewarded gets repeated.
4. Focus your thoughts. The habit of thinking about too many things at the same time is extremely fatiguing and stress producing. Instead of being overwhelmed and unproductive, concentrate on one task at a time. Try making a list of other things you must do, and then put the list aside, so that you don't have to think about the tasks, but you won't worry about forgetting them either. Multi-tasking leads to stress. Focus on one task at a time. Complete it without interruption, cross it off your list and move on.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Learn more at www.EngageSelling.com
1. Laugh. Laughter is one of the best tension releasers there is. Find things to laugh about and people to laugh with. Laughter is a great antidote for taking life too seriously. I keep a file of great jokes in my email system so when I need a great laugh, I can get one instantly! I also visit www.despair.com for a good laugh.
2. Take breaks. If you are working on a stressful activity, set it down for a few minutes, stretch and if you can, go for a walk. Learning to interrupt a stress-producing activity will help give you the break from tension that you need. You'll return to your activity refreshed and ready to be more productive. If you can get some exercise it will help you clear your mind and more productively solve the problem or the task at hand. Your body needs a break about every 90 minutes. So be sure to get up from your desk, have a snack and change your focus for about 15 minutes.
3. Make "happy" plans. Reward yourself for completing a task or hitting a goal. Make sure you set that goal in advance of completing the task because anticipation is an exciting feeling and will help propel you to success. Plan to see a special movie, eat out with someone you like, or do something else that pleases you. What gets rewarded gets repeated.
4. Focus your thoughts. The habit of thinking about too many things at the same time is extremely fatiguing and stress producing. Instead of being overwhelmed and unproductive, concentrate on one task at a time. Try making a list of other things you must do, and then put the list aside, so that you don't have to think about the tasks, but you won't worry about forgetting them either. Multi-tasking leads to stress. Focus on one task at a time. Complete it without interruption, cross it off your list and move on.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Learn more at www.EngageSelling.com
Thursday, December 4, 2008
Abstain From Judging
As someone once advised, "Grow antennae, not horns."
"If you prejudge someone as shallow, crazy, or ill informed, you automatically cease paying attention to what they say," says sales trainer and author Tony Alessandra. "So a basic rule of listening is to judge only after you have heard and evaluated what they say. Do not jump to conclusions based on how they look, or what you have heard about them, or whether they are nervous."
"In fact, a good exercise would be to go out of your way to listen to a difficult speaker," continues Alessandra. "Maybe he talks with a thick accent. Or talks much more rapidly, or more slowly, than you, or uses a lot of big words. Whatever difficulty this speaker poses, seize it as an opportunity not to prejudge but to practice your listening skills. Given some time, you will become more comfortable and effective in listening to diverse styles."
Tony Alessandra is a contributor to Top Dog Sales Secrets. He has authored 17 books translated into 49 foreign language editions, recorded over 50 audio/video programs, and delivered over 2,000 keynote speeches since 1976.
"If you prejudge someone as shallow, crazy, or ill informed, you automatically cease paying attention to what they say," says sales trainer and author Tony Alessandra. "So a basic rule of listening is to judge only after you have heard and evaluated what they say. Do not jump to conclusions based on how they look, or what you have heard about them, or whether they are nervous."
"In fact, a good exercise would be to go out of your way to listen to a difficult speaker," continues Alessandra. "Maybe he talks with a thick accent. Or talks much more rapidly, or more slowly, than you, or uses a lot of big words. Whatever difficulty this speaker poses, seize it as an opportunity not to prejudge but to practice your listening skills. Given some time, you will become more comfortable and effective in listening to diverse styles."
Tony Alessandra is a contributor to Top Dog Sales Secrets. He has authored 17 books translated into 49 foreign language editions, recorded over 50 audio/video programs, and delivered over 2,000 keynote speeches since 1976.
Wednesday, December 3, 2008
Business is Booming
With all the negativity in the media, it's easy to let yourself get down - and that negativity can be picked up by your clients. That's why it's so important to keep an upbeat attitude, and this article from sales trainer Billy Cox is a big help with that.
"When people ask how your business is doing, you should always say, "Business is booming...It's great!," says Cox. "Remember that business only goes where it's invited and only stays where it is welcomed. If you have a negative attitude, your customers will spend their money elsewhere."
"Your words are like seeds that have creative power. They will produce exactly what you say, so every day you need to make positive declarations. Instead of saying, "Woe is me," you need to say, "I'm prosperous, I'm talented, I'm creative, I'm wise, everyone loves me, everyone is buying from me, good things will come my way and Business is booming...It's great!" Those words will get down deep inside and change your outlook and results."
"The late Henry Ford, founder of Ford Motor Company, said, "Whether you think you can or you think you can't, you're right." In challenging times, when the media is hyping the negative, your attitude precisely determines business results. Whatever you believe is true you will make happen. If you believe business is good, you will have more confidence, work harder, and have the courage to overcome any fears that are generated by negative media."
"This is the attitude of all highly successful people," says Cox. "They don't care about the nightly news, the economy, or the weather because successful people don't follow the crowd. They understand that when the crowd is going one way they will capitalize on opportunities where others believe none exist."
"We are in the middle of the richest economy in the United States' history. There has never been more money out there and plenty of people are making lots of it. The top leaders say everyday that "Business is booming...It's great!" It is what it is because they make it great."
Learn more from Billy Cox at www.billycoxinternational.com You can also reach him at info@billycoxinternational.com
"When people ask how your business is doing, you should always say, "Business is booming...It's great!," says Cox. "Remember that business only goes where it's invited and only stays where it is welcomed. If you have a negative attitude, your customers will spend their money elsewhere."
"Your words are like seeds that have creative power. They will produce exactly what you say, so every day you need to make positive declarations. Instead of saying, "Woe is me," you need to say, "I'm prosperous, I'm talented, I'm creative, I'm wise, everyone loves me, everyone is buying from me, good things will come my way and Business is booming...It's great!" Those words will get down deep inside and change your outlook and results."
"The late Henry Ford, founder of Ford Motor Company, said, "Whether you think you can or you think you can't, you're right." In challenging times, when the media is hyping the negative, your attitude precisely determines business results. Whatever you believe is true you will make happen. If you believe business is good, you will have more confidence, work harder, and have the courage to overcome any fears that are generated by negative media."
"This is the attitude of all highly successful people," says Cox. "They don't care about the nightly news, the economy, or the weather because successful people don't follow the crowd. They understand that when the crowd is going one way they will capitalize on opportunities where others believe none exist."
"We are in the middle of the richest economy in the United States' history. There has never been more money out there and plenty of people are making lots of it. The top leaders say everyday that "Business is booming...It's great!" It is what it is because they make it great."
Learn more from Billy Cox at www.billycoxinternational.com You can also reach him at info@billycoxinternational.com
Tuesday, December 2, 2008
When the Going Gets Tough, the Tough Go Shopping
When I saw this article from sales trainer Adrian Miller, it immediately caught my eye - it's like my own personal motto. What can I say, I like to shop! That being said, we all have to work hard to support our spending habits. This advice from Miller will get you shopping for the things that will earn you more money - and more trips to the mall!
Shop for Contacts and Connections
This is prime time for making contacts and connections through targeted networking and prospecting. Just because business might be slow doesn't mean that there is no business to be had. In fact, you just might find less competition (thanks to downsizing) out there in the marketplace. Remember, even in a down economic period, purchasing still occurs. Many prospects might be unhappy with their current suppliers and looking for better pricing and customer service. Don't get discouraged by the news. Be encouraged that there are new customers out there waiting for you to find them.
Shop for Knowledge
Do you have a little extra time on your hands because business has been slow? Well, instead of dwelling on the negative, sharpen your skills and improve your abilities. Invest in some low cost webinars and teleclasses to upgrade your knowledge base. Take the time to get up to speed on your industry and competitors. And, fine-tune your technology skills to improve your ability to sell and serve your customers.
Shop for Exposure
Rather than complaining about what's not happening with business, develop new ways to increase your exposure within your industry. Research speaking opportunities at upcoming conferences and tradeshows. Offer to write an article for a publication that's read by your customers. Teach a class at the local library or college. The more your name is out there, the more business you'll generate - even when times are tough.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Shop for Contacts and Connections
This is prime time for making contacts and connections through targeted networking and prospecting. Just because business might be slow doesn't mean that there is no business to be had. In fact, you just might find less competition (thanks to downsizing) out there in the marketplace. Remember, even in a down economic period, purchasing still occurs. Many prospects might be unhappy with their current suppliers and looking for better pricing and customer service. Don't get discouraged by the news. Be encouraged that there are new customers out there waiting for you to find them.
Shop for Knowledge
Do you have a little extra time on your hands because business has been slow? Well, instead of dwelling on the negative, sharpen your skills and improve your abilities. Invest in some low cost webinars and teleclasses to upgrade your knowledge base. Take the time to get up to speed on your industry and competitors. And, fine-tune your technology skills to improve your ability to sell and serve your customers.
Shop for Exposure
Rather than complaining about what's not happening with business, develop new ways to increase your exposure within your industry. Research speaking opportunities at upcoming conferences and tradeshows. Offer to write an article for a publication that's read by your customers. Teach a class at the local library or college. The more your name is out there, the more business you'll generate - even when times are tough.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Monday, December 1, 2008
Quote of the Week
"Follow your instincts. That's where true wisdom manifests itself." -- Oprah Winfrey
Have you ever agonized over an account, wondering whether you should call or email, send a gift, or set up a lunch? Instead of hemming and hawing, go with your instincts. Even if it doesn't work out, you'll have resolution and more time to spend on other accounts.
Have you ever agonized over an account, wondering whether you should call or email, send a gift, or set up a lunch? Instead of hemming and hawing, go with your instincts. Even if it doesn't work out, you'll have resolution and more time to spend on other accounts.
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