Tips READER TIP Appointment Notes
I am a consultant in the hospitality field, and I often train salespeople to call on local corporations for their meeting- and sleeping-room needs. In an increasingly competitive mar- ket, I use the following sales tip to score numerous appointments and get an edge on the competition. The next time you call on a cus- tomer and can’t see the decision maker, “accidentally” leave your “appointment book” behind. On the inside of the book cover, clearly write your name, company, address, and telephone number. On the first facing
page, write the following journal entry: Important: I have been trying
relentlessly to obtain an appoint- ment with (client name) at (com- pany name). I am certain that (client name) would agree my products and services are unsurpassed in terms of features, benefits, and value. After all, we...(sales pitch). I’ll follow up with (client name) again next week to hopefully schedule that appointment. This gets your customer’s atten- tion, and your next journal entry will be the date of your appointment.
— KRISTI A. GACKE ‘‘
SELLING TIP Positive Goals
Selling yourself and your ideas to others is one of the most important needs man has. How would you like to learn the secret of selling yourself and your ideas so more people will want to do as you suggest? Here are some basic rules to help you.
The first rule is: Learn to deal with people on an emotional level. Numerous studies have shown that our buying habits follow a 90-to-10 formula. In other words, our thinking brain is only 10 percent as large as our feeling brain. Research continually points to the fact that success in any endeavor is determined by attitudes in life, rather than by aptitudes – at a ratio of six to one. Speaking to people using factual information will not move them toward acceptance of your ideas. To move people, you must motivate by stirring emotions. Many of us are shortsighted when it comes to other people. As a result, the way we see them is the way we end up treating them – and the way we treat them is what they end up becoming. You have the power to change people by the way you see and treat them. Several years ago, a survey of 100 self-made mil-
lionaires showed only one common denominator that bound them together. These highly successful men and women could see only the good in people.
It takes 20
years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently. –WARREN BUFFETT
They were people builders, rather than critics. Crit- ics do not make the history books because they do not help make history. They are usually on a lifelong search-and-destroy mission. Critics leave their victims worse off for having met them. As for “constructive criticism,” there is no such thing. The words belie the term. A critic could never understand what Harvey Firestone once said: “You get the best out of others when you give the best of yourself.” Here’s rule number two: Do not do to others what you would not want done to you. Look at the world through their eyes, not your eyes. Say and do what will excite and interest them. Make them feel impor- tant. You can change lives by using these age-old concepts, and they cost you nothing. Human relations do not work; humane relations do. The difference in the word is an “E” – perhaps standing for “extra effort.” You can acquire a Ph.D. (people handling doctorate) overnight once you begin to use this non- magical formula. Finally, here’s rule number three: Cultivate the art of being dependable. People will pay you more – both in money and attention – when you exhibit depend- ability over and above ability. While ability in this world is common, dependability is rare. So, become the rare person you were meant to be: One who is a people builder, who practices humane relations, and let people know they can depend on you.
— JACQUES WIESEL
SELLING POWER FEBRUARY 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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