memorable sale
I Sold the Customer on Feeling Appreciated
MIKE FORSTER
In an effort to diversify my personnel placement agency’s client base, I set my sights on a major electric company. Unaware that this company had a long relationship with my local competition, I made cold calls with high hopes. Finally, my calls paid off and the vice president of engineering agreed to meet with me the following week. To prepare for my appointment, I studied all the sales literature I could get my hands on. At the meeting, I told my prospect about our company and what we could do for him. Unfortunately, the electrical industry wasn’t our specialty and we didn’t have a strong presence in the area. I sensed that I was losing the battle, so I looked my prospect in the eye and said, “Sir, I am new to this industry, but I really want to be a success. The only way to do that is to earn it – and there is nobody out there who wants to earn your business more than I do. If you give us a shot, I will not let you down.” A smile spread across my prospect’s face. Then he called his assistant in to take all of our pertinent information. He shook our hands and told us to expect a contract in the mail, and to call him personally if it didn’t arrive within the next few days.
I did call – not because the contract didn’t arrive, but just to let him know how much I appreciated the chance to do business with him. Sometimes you can earn prospects’ business just by letting them know how much it means to you.
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Delegating work works – provided the one delegating works, too. ROBERT HALF
SELLING TIP
Is Selling Getting Too Complicated?
Even though thousands of sales books have been written, con- sultant and author Brian Tracy believes the selling process can be simplified and broken down into three key elements: 1. Prospecting. This is the be- ginning of the sales process – and the most important. If you have enough qualified prospects at the top of your sales pipeline, you’ll almost inevitably get enough com- pleted sales out of the other end of the pipeline.
REP TO REP A Surefire Way to Increase Your Referrals
After you make your presentation to your customer on how you grow your business through qualified referrals, pull out a sheet printed with blanks for the following information: name, address, city, state, zip code, and telephone (both home and office). Have space on your page for five referrals. With your pen in hand – and in close view of your client – begin with the number-five slot and work your way up the page until you have all five contacts complete. Your customer – seeing you are starting down at the number-five posi- tion rather than the number-one position – will be more inclined to give you the five referrals. And, by securing all five referrals, your chances of getting more sales increase dramatically.
– MICHAEL J. HOFFMAN
2. Presenting. Your ability to establish rapport and trust, identify the true problem or needs of the prospect, and then show the prospect that your product or service is the ideal solution is your key to sales success.
CHECK OUT THE YOUR PRICE IS TOO HIGH POSTER
3. Closing. In golf, they say, “You drive for show, but you putt for dough.” In sales, you prospect and present for show, but you close for dough. Your ability to over- come the final objections and get your customer to take action on your offer is the critical part of modern selling.
– WILLIAM F. KENDY
SELLING POWER NOVEMBER 2015 | 5 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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