What's the one thing starting now that you could start doing,
stop doing, or turn that would have a dramatic impact on your
client relationships? It's an excellent examine and I hope you'll take a
moment to think your response. It sometimes takes a great deal of effort and an wonderful estimate of vigor to close "a big deal."
Never forget, it may take even more effort and energy, to keep the company after you win it. It takes courage to get the company and creativity and imagination to keep it. think the word Very Good and all that means. To be very good is to be grand, impressive, outstanding, excellent, and even remarkable.
Fountain Pen
Many salespersons don't think in terms of being Very Good. They walk around doing a great imitation of benign mediocrity. It doesn't take much to leap from the commonplace to the extraordinary, but it does
take effort. It's all about leaving a great first impression, not merely a
good one. It's about delighting your clients, not just satisfying them.
It's about rising above the crowd, not being lost in it. Here are some
ideas for you on how to be Very Good for your clients.
A - Ask good client questions.
There are two types of questions and you know salespersons think them to be open and terminated questions. Let's raise the bar on that kind of thinking. While questions can be open and closed, they can also be wide and deep. The wide questions are surface questions i.e. "How's it going, how's business," and "Any other any problems I can help you with today?" A deep examine all the time leaves its mark i.e. "What would have to happen for you to think us as your best supplier?" other easily inspired examine is, "How do you part success when working with your current supplier?" David Frost, the illustrious interviewer, once said "you can tell the potential of a examine by the potential of the response." Are you asking potential questions?
If not, why not?
W - Work your priorities and prioritize your work.
Prioritizing will make you enterprising. To be easily efficient you must be able to distinguish between what is urgent and what is important. Be right not to start the very fires you're trying to put out. For example, eliminate the following from your voice mail message, "if it's easily important page me or call me on my cell phone." The only population who don't possess a FedEx mentality are the population who work for FedEx. everybody else thinks all things else is a high priority.
Get a grip, get a life, and begin everyday with the list (prioritized with numbers) of the 6 many important things you want to complete and don't encourage the distractions. make the habit of sticking to your list of priorities and only deviate from your list if a higher priority lands on your desk. The best salespersons and sales managers all the time take care of the many important stuff first. They are not easily distracted. Set you priorities for the day and focus on them like a laser beam and only take your eyes off them for a higher priority.
E - Energize yourself every day with a clear attitude.
People with clear attitudes live longer, enjoy life more, and tend to be more likable, from their clients perspective. I learned a long time ago, we choose to sway or infect the population we meet every day.
Don't bring your personal problems to work because they never add value to your clients. If life has dealt you a difficult set of cards right now, deal with them conspiratorially and put your troubles on a problem tree when you leave for your first sales call. Remember, your clients have their own problems, so there's no need to burden them with yours. population with clear attitudes are enthusiastic, animated, excited, smiling, and all the time expect the best things to happen. "Your face is your own fault after age 40," agreeing to Cicero, so check it often with a mirror. How you handle your problems says a lot about you.
S - Style is important.
If you agree, you must feel like a chameleon. Many strained interpersonal relationships are created by separate styles. There is the "Driver" who is very assertive, demanding and autocratic. There is also the "Expressive" who is very sociable, loves to talk, and lousy with details. Then there is the "Analytical" who is very precise, organized, and very neat. Finally, there is the "Amiable" who is commonly low-key, trusting, and very innovative. One of the biggest keys to selling success is the art of adapting your selling style to your clients' buying style. This is easy to say and hard to do. To learn more about behavioral styles, read articles, buy books and listen to audiocassette training tapes on the subject. This is one field where ignorance is without fail not bliss.
O - Others focused.
Another key to victorious selling is the potential to build relationships while taking care of business. Here are some ideas for you: don't make population feel invisible, all the time allege good eye contact, remember, you can't smile adequate on the telephone or in person, to stay associated - ask population who get your voice mail message to leave their e-mail address and telephone number, watch your body language, buy a compound notebook to report all your
relationship-building ideas, only do dog and pony shows if your client needs a dog and pony, add the words "for you" to the end of your sentences, every four months report your end of your telephone calls to improve the potential of your calls, blaming is shaming so don't do it, all the time take notes to demonstrate that you care and you are listening, and all the time take the time to say "Thank you" to everybody who contributes to your success.
M - devotee the company basics.
Listen to your voicemail message. If it doesn't sound up beat, enthusiastic and expert turn it. E-mail is a way to communicate. Use creative field lines and remember less is more if you want your message to be understood. Never call a meeting without first making ready an agenda. Begin all meetings on time. End your meetings on time. procure commitments for who is going to do what and by when. Form the habit of writing personal handwritten notes using a fountain pen. It's a great way to be a high-touch someone in the high-tech world we live in today. Try being more likable, agreeable, adaptable, and relatable. allege your focus on the other person, especially when its a client.
E - Enthusiasm and passion are great attributes for expert salespersons to cultivate.
Too many population are dying on the job today and still working. Some population walk into a room and breathe life into it. Other population walk into the same room and do
their best to vent all the oxygen. Get excited about your work. If you don't like it, turn it. Your life is too important and too short, to waste it doing something you hate doing. Be yourself and avoid trying to imitate somebody else. Have an attitude of gratitude. Say "thank you" often. That kind gesture will make someone's day a good one.
Enthusiasm is contagious and so is the negative stuff. Enthusiasm is an acquired potential and it's Free! Go out and get some, if you're running low. If you want to take, your sales career to the next level learn do the unthinkable. Quit saying "I've all the time done it this way." Quit following the crowd. Take a new path to solve old client problems. The old way may not be the good way.
If you're too comfortable, it's time to change. all the time aim higher and
you'll be rewarded handsomely. Being Very Good is no small task, especially when the client is doing the evaluation. If you dare to be different, strive to be effective, and are attentive to your clients' needs, you too can be Very Good.
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