The Selling Sherpa

PERSONALIZED PROPOSALS

If you use the same basic presentation or proposal for every prospect, you are basically telling them they are just like every other customer. While that may be the case, every customer likes to feel their are special and they are receiving custom-tailored solutions.

The difference is similar to comparing a suit off the rack at a discount department store to one that was custom-made for its wearer. Not only does the custom-made look and fit better, but there is also much more communication and attention is the process of creating the suit and, oh, by the way, usually a much heftier price tag.

Spend some time creating personalized proposals for each of your prospects. Have a trusted colleague review them to help you make sure they are complete, correct, and appropriate.

Show your prospects that you believe they deserve a custom-fit solution, and they will reward your efforts with appreciation, recommendations, and better compensation.

THE PERFECT PLACE TO NETWORK

Yesterday’s Networking Master Class was awesome! The room was filled with people who came there with the intention to learn more about true networking and to find tools, ideas, and empowerment to go forth into their business circles with an attitude of helping others first. You should have been there.

One thing I noticed during the course of our 4-hour session was a lot of actual networking going on before and after the program, as well as during the breaks. Even the shyest person in the group found it easy to network in the low-pressure environment of a learning experience. And, yes, I suspect some of the connections made yesterday will lead to business in the near future.

What about you? Do you reserve your networking efforts for just the local Chamber meetings? If so, you are likely missing better opportunities to network more effectively.

You are limited only by your imagination and your ability to ask thoughtful questions, so start looking at any gathering of like-minded people as the perfect place to network.

DON’T LET THEM FORGET

A recent study revealed that approximately 67% of customers don’t return to a service provider because they simply forget about them.

Apparently, these customers could have and would have continued using the service if they had just been reminded to do so.

It should be obvious that reaching out to past customers is an excellent way to make more sales. Go through your sales history, find the customers that just “went away” and give them a compelling reason to come back.

Only, this time, don’t let them forget about you!

RESPECT FOR YOUR PROSPECT

A successful seller-client relationship is based on trust, credibility, consistency and reliability.

The very first contract you make with your client is the first meeting, and you can’t afford to be late to it. Ensure you have enough travel time allotted to arrive on time for your appointment or, better yet, get there 10-15 minutes early.

Doing so shows tremendous respect for your prospect, and sets the tone for you continuing relationship.

There is no excuse for failing this simple task.

GO GET A REFERRAL

When was the last time you asked for a referral? Last week? Last month? Last year?

We all love getting referrals, and we are grateful when we receive them; but, most of the salespeople I meet have not gotten in the habit of asking for them.

You should ask for at least one referral every day.

Right now, pull out your PDA, day runner, or whatever time management system you use, and add “Ask for a referral” to your task list. Set the reminder to repeat every day.

Now, go get a referral!

SILENCE IS GOLDEN

Since you are in sales, it’s probably in your nature to be a talkative person. That's great, as long as you remember that sales talk can break a sales as well as make a sale.

This really is true when you are closing. Some salespeople tend to over-explain. The prospect has a question and wants a straight answer, and instead the sales rep talks on and on, well past the close. Then they wonder why they never closed the sale.

You can also miss a sale by asking your prospect one too many questions. Without realizing it, it is possible to trigger second thoughts about you, your product or service, and your company.

So, while it is good to be open and conversational, don’t forget there are times when silence is golden.

RETINA BURN

Do you ever wonder why buyers automatically call their established vendors to make a purchase despite the fact you have a better product, better price, and better service? One factor contributing to this behavior is something called “Retina Burn.”

The “Retina Burn” theory suggests buyers have to be exposed to your name at least 21 times during a six-month period for you to be “Top-of-Mind” when they start to consider who to contact for solutions.

Take a look at your prospecting history. Have your top prospects seen your name 21 times in the past 6 months? If they haven’t, what are you prepared to do about it?

DON’T FAKE KNOWLEDGE

When pursuing a sale, it really helps a lot if the customer's interest matches yours.

Make a point to determine common interests that are easy to include in rapport-building conversations.

But don’t fake knowledge of a topic you know nothing about. Soon enough, you will reveal the truth of your ignorance, and then the prospect will wonder what else you are willing to lie about.

ASK PROBING RELEVANT QUESTIONS

On my last full day in London, I took a taxi over to the West End to catch a couple shows.

The cabbie was affable and talkative, asking where I was from, had I been there before, how long was I staying, etc. His questions become strategic when he uncovered the fact I would be leaving the next day, and he asked when I needed to leave the hotel and if it would be alright for him to pick me up at that time.

Bingo! By asking a specific line of questions, he uncovered a future need (transportation to the train terminal), asked permission to handle the need (make the sale), then firmed up the details by recapping everything we agreed to (pick me up at the hotel, 10 AM, for a ride to Victoria Station).

He could have talked about the weather, or the Queen’s upcoming birthday, or how bad the traffic has gotten in London. Instead he focused on his customer, and took the time to ask probing relevant questions that led to another sale for him and more service for me.

What questions are you asking your current customers to uncover additional opportunities to serve them? What questions should you be asking?