Every sales call end with a sale

I’m sure your thinking that’s not possible, who closes 100% of his sales calls? But that’s not what I said. For every sales call to end in a sale you don’t have to sell 100% of the time. It basically means that in every call you either sell your product or you buy the clients excuses. Either way, a sale takes place.

The first time I heard about this perspective I was working for a company called Cellcom. My manager was getting us all ready for the phones. At the time we had two major competitors selling similar services for a fraction of the price and we needed to keep as many customers as we possibly could.

The idea of not buying the client’s excuses meant that we had to find a solution for every type of excuse. If we would find a solution for everything the client throws at us and he still doesn’t want to leave that just means that he had his mind made up and there was nothing we could have done.

I used this method and was given three angry customers, on the verge of leaving us. I was able to retain all three of them by listening to what they said and helping them. If I couldn’t help on the spot I promised to look into the matter and call them back wich I did. Most clients just want to know that you’re looking out for them. Once you show them that you care they will make your job a lot easier.

I kept this mindset ever since and it’s worked like a charm.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

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When you’re after a commission don’t push your luck

If you have your own business you’re probably an overachiever. Most people are content with living out their lives without any substantial improvements. But when pushing for a sale or any other action you want your prospects to take, you have to do it right.

When pushing another person there’s an instant reaction of, what does this guy want from me? What is he going to gain from my actions? When you cross that threshold of the conversation being about you, the battle is already lost.

The alternative is planting a seed of an idea in your prospects mind and learning to notice when the idea fully matured. By doing this you can push at just the right time and make a lot more sales. To develop this skill you need to work on a few habit first.

Never disrupt your prospect

Get in the habit of asking if this is a good time to talk. Most sales people bluntly attack the prospect with their pitch not taking a second to understand if he or she is even listening. If the prospect is busy ask when he has five or ten minutes to talk. Explain that you respect his time and you want him to have all the information.

Never push a sale

You want the client to come back only when he refers another client or comes back for more. Pushing the sale will make the client second guess his actions even if he wanted the product in the first place. Instead, allow the client to ask questions all the while hit subtlety that this is the product he’s looking for.

Give the best customer service you can

Giving service is not always getting yelled at. It’s building a relationship with your customers. It’s a great way to get to know them and their needs. And one of the best ways to sell them new products.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

One crappy page a day

Do you ever feel like you’re not good enough? That someone always put’s out better contents than you? Someone else is better at making sales? You’re not seeing the whole picture.

We have a habit of seeing other people’s successes and overlooking their failures. As Seth Godin likes to say, your job is to ship. If you’re a poor writer write until your writing is no longer poor. If you’re a poor salesman talk to clients until you get them.

Get used to shipping one crappy page a day. Think about it, if you were to write one page a day you would finish a book in a year. That’s more than a lot of well-known authors. Gladwell’s 10,000-hour rule applies to anything you do. So take advantage of it, do a little bit each day. And you’ll be a master sooner than you think.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

I can disagree with your opinion but not with your experience

People like to talk, most of the time they don’t really understand the subject they are arguing about. I have a friend that would disagree about anything you say no matter what it is or who you are.

A funny thing that happened once is that he started arguing with another friend who is a pilot. This guy flies and lands planes for a living, just the face he’s still alive means he’s doing his job right. And this guy is arguing with the pilot about the speed at which he approaches a landing (are you kidding me?). When I asked this friend how he can argue with someone who flies planes for a living he commented that even though it’s his job he (my arguing friend) can still know the facts better.

My point is there will always be people like that all around us. We need to pick out battles so we don’t wear ourselves out. Clients and friends can argue about our opinions as much as they want, but when they argue about our experience they don’t know what they are talking about. If someone is adamant about arguing with you about your experience let it go, there’s no reasoning with that person. Your sanity is way more important.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

You don’t have to be anybody else you’re already you

We never do anything just to have something to do. We pick a role model, someone we want to be like and start imitating him or her. While imitation is the sincerest form of flattery we should never lose ourselves in the process.

There’s only one of you, and you have something special to share with the world. You can learn systems and process from your role model but in the end, it’s you that people are interested in. And that’s a wonderful thing, imagine we were all Tony Robbins. We would all be completely worthless.

The reasons you’re so special is that there is no one else like you. Even if you provide the same service you add your personality to that product and that makes it unique.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

Show some respect

Some people think that making a sale is the end of a process, it’s not. Making a sale is the beginning of what could be a profitable relationship. If you just show some respect.

I don’t just mean speak in a respectful manner. I’m talking about every single interaction you have with your clients. If you set a meeting with a client, make sure you’re on time. And if you don’t reach him or her, send an email asking when you can call them again.

Make sure you’re using a CRM follow up with every client. You don’t have to pay thousands of dollars for a high-end one, you can find free online CRM’s. If you’re running a subscription service make sure to let clients know when they are going to be charged again (Netflix does this really well).

Treat your clients as you would like them to treat you if you were in their place. You would think this would be common knowledge but it’s not implemented as often as you would think. Pay attention to the small details and you will make your competition eat your dust.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

Rent in a cheaper location

When starting out you don’t have a lot of money. And while the allure of living in a hub that fit’s your business seems to be the only way to get ahead, it’s not. Everything is accessible on the net and the extra money you spend on living in a”better” location can be used to promote yourself.

You’re not alone this is common, new business owners like to fake it till they make it. And it’s fine if you can afford it. But it’s important that you don’t cause yourself to suffer needlessly just to be close to influencers.

It’s better to take it slow, to allow yourself room to grow. Then moving to an area that is better for your business will make more sense. And it will be way easier to afford.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.