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Make Your Referrals Count
Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact. For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted. Treat your referral as though it is someone that you have never heard of before, make believe you were cold calling and came across this name on your list, and when you called them, they showed interest in your product. Now, you would never treat your very own hard earned customer with anything but the best customer service, would you? Of course you wouldn't, you found this customer on your own through hard work and you want to keep them. Think of your referral in the same light. Far to many times I have seen referrals that have been given to people that just let them sit around for days. The assumption is, I believe, that because this customer was referred to them, that it is a done deal and they can take their time with it. This is not the case. The minute you get a referral, you should be calling that customer, the simple fact that you believe a referral to be a done deal, should be all the reason in the world to call them immediately. The customers point of view . . . If a customer is looking for a particular product or service, and they put the word out on the street, they will be expecting a phone call very soon. Lets suppose you were looking to have your bathroom updated, and a friend of yours referred you to a guy who installs kitchens and bathrooms, and you never heard from the guy, and if you did it was many days after the guy received your referral. You probably wouldn't be too thrilled about doing business with him now, would you? I doubt it. So the next time you get a referral, make it count, call that customer immediately, they are sitting by the phone, waiting on your call. When it comes to referrals, don't hesitate for a second, because if you do, your referral could end up in the hands of your competition. Best of Luck This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active. Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
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Coaching Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. 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?" How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: Invite Questions to Boost Your Sales Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions. In Sales The Biggest Rolodex Wins How many names do you have in your business Rolodex? ______ Make More Sales By Creating How To Use It Product Updates Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don't bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus 'how to use it' follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased because anything that helps me understand more ways to use what I already own is pretty useful to me. In Sales - Heres News You Can Use Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples. Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of customer acquistion stops at this point. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Really, it's just a way of making sales calls more efficiently and economically. You've got to get his attention - you've got to appeal to his interests -you've got to make him understand how his purchase of your product will benefit him and finally, you've got to close the sale by causing him to reach into his wallet for money or to write out a check for whatever it is you are selling. Remember, in essence, even though the method of selling is the Internet, it's the same as if you were knocking on his front door. Thus it's very important that your material look its best. Make your website look professional and successful. The opening encounter with the prospect affects the success of the presentation and whether or not a sale is ultimately closed. Once he's gotten the website opened and is looking at your presentation, you've got to carry over that image of professionalism and success -Make him feel comfortable -Be friendly and believable. -Stimulate his interest in whatever you are selling by appealing to one of his basic wants, needs or problems with a solution. Don't waste his time with a long and/or complicated dissertation. >BR>The most important thing you want to do is to create within your fulfillment he'll have as a result of buying from you. Stimulate his imagination, and explain to him how he can use whatever you are selling to his advantage. Finally, and most importantly, make it as simple and as easy as possible for your prospect to buy from you. Don't force him to read a long, drawn out sales agreement or contract. Just make your presentation, explain how purchasing from you will solve his problems or fulfill his dreams, paint a word picture that allows him to see himself with your product and his problems solved or his dreams fulfilled, and then direct the buyer to your order page on your website. Too many sales presentations begin with some sort of story about the seller Hello there, I'm writing to you from the beautiful beaches of Waikiki; or after a hundred years of research I've found the fountain of youth; even some such tripe as dear friend - you may not know me but I'm now a millionaire... When you put your sales presentation on paper - when you are trying to sell something by mail or online - appeal to the basic wants, needs or problems of your prospect. He or she wants only to satisfy his or her problems - not read about who or where you are or what you've done -just ask them if they'd like to know how to make their tires on their car last 10 years or more (or whatever the benefit of your product is) Above all else, remember that people's wants, needs and problems are changing constantly - and that people are learning all the time meaning that you must constantly be up-to-date with what you are selling, and always be improving your sales presentation. May be reprinted and redistributed freely as long as the resource box remains intact. To show my appreciation to the people that use my article, I run a free solo ad to my ezine list. Once I receive confirmation of the url or a copy of the ezine that the article was used in, I will run your solo ad. Send the url or ezine copy to pnewsletter2004@yahoo.com*************************************************************DeAnna publishes the biweekly ezine Prospecting and Presents. Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation: Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time TheTop 10 Reasons Why Salespeople Get Outsold In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen a lot of deals won and more than a few lost. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... Sales: The Secrets Of Super Salesmanship Exposed Most people tremble when they hear the word "sales". The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.
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