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The Golden Week of Selling
Have you ever heard of the Golden Hour? I live with a paramedic so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour." The first 60 minutes after someone has been injured are critical in EMS. This is when they can offer the most support in saving someone's life. Paramedics, doctors and nurses call it the Golden Hour. In selling there is also a Golden period. 7 days! One of the biggest factors in why someone doesn't CHOOSE your product or service is they did not get what they needed FAST ENOUGH. Hey we have all been there flat tires (I have had 2 in one week!), orders to fill, e-mails to respond to. We get busy and sometimes a customer or potential customer can slip through the cracks. A good friend of mine, Wayne Cotton, is an international speaker. I love his quote "If you have a problem then create a process. Good-bye problem!" 7 Point Diva Checklist: Once you have had any interaction with a potential or existing customer go through the following 7 point checklist: 1) (Insert the date) info is required to be in front of client. 2) Thank you card sent within 7 days of meeting. The earlier the better! 3) E-mail follow-up within 24 hours advising them the info will be delivered by the date they need. 4) Delivery of the info BEFORE the deadline if at all possible. 5) Follow-up phone call to ensure they have received the material as well as to set up a date to discuss the proposal. 6) Another thank you card once they have purchased your service/product. 7) Insert them into your e-zine/database for additional follow-up for the next 12 months. Your Mom Was Right! I really want you to listen to your mother. If she is anything like mine you were told a looooooooooooooong time ago that first impressions count. Along with "wear clean underwear in case you get in an accident!" Make sure you are doing your best to create a positive first, second, and FOREVER great impression. Having a structured follow-up strategy is the best way to make this happen. Print off the list for each client attach it to their file and make sure you go through it at the end of each week. It stops a customer from falling through the cracks which of course, also means that revenue isn't falling through the cracks either! Listen to your mom, listen to my paramedic boy and also listen to the Sales Diva! Create a Follow-up Process and then you can also spend A Golden Hour in the shoe store of your choice! Copyright© 2005 Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com
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Coaching Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. Sales Trap - We Love to Talk, But Need to Listen My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. As They Approcah the Finish Line... The Winner Is? Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. Five Tips To Increase Your Sales 1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now and get an instant rebate of $20 - you only pay $79!" Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody! I know you've heard this a thousand times, but from the looks of things few businesses are following the advice? Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me. Sales: The Secrets Of Super Salesmanship Exposed Most people tremble when they hear the word "sales". Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right? Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over". The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you.
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