TIPS READER TIP


Get Online The next time you’re on the phone with a prospect who wants you to send information, ask if he’s at a computer or has his smart phone handy. If he says yes, ask him to bring up your company Website. This is a lot better than sending a brochure, be- cause you can direct him to the pages you want him


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to see. And, if you have a page that lists clients with which you’ve done business, make sure you send him to that page.


No way to get online yourself? No problem. Just download and print the pages from the Website and put them in a binder. Just turn the pages as you fol- low along with the customer. Also, if you’re in a face- to-face presentation, ask your prospect to bring up your company site while you walk him through it. – JOE CATAL


CAN YOUR MIND HEAL YOUR BODY?


It is never too late to be what you might have been.


GEORGE ELIOT


SELLING TIP Give and Take


Selling is a game of give and take. The more generously you give, the greater the reward you take back. In sell- ing, the key word these days is “value.” Give customers value in profit-boosting information and ideas and they will return loyalty that’s convertible to cash. How do you rate as a giver? Does the value you pass on bounce back to benefit you? Answer yes or no to the following quiz questions to find out. 1. Do you adopt customer problems as your own personal problems?


2. A good way to convince customers that their suc- cess is important to you is to help them get the best deal they can. If you saw, for example, that the customer could get a much better break from a competitor, would you steer him that way?


3. When you can’t give a buyer the information he needs, do you admit you don’t know, then check it out and get back to him?


4. If you had 100 customers on your roster, would you perceive them all as your partners?


5. No two customers are exactly alike. Do you dif- ferentiate product and service advice with specific needs and differences in mind?


6. Do you pinpoint customer personnel who are best qualified to help you zero in most accurately on your customer’s needs?


7. Are you a tireless reader of industry news and trade journals? Are you snoopy as a cat when you make your rounds of plants and offices? In short, are you always on the prowl for transferable ideas that might be beneficial to prospects and customers?


8. Do you feel no account is too small or unimport- ant for your investment of time on its behalf?


9. Do you get across the message to prospects and customers that your role as a consultant is more important than your role in generating transactions?


10. Do you take maximum advantage of your compa- ny’s scientific and technical people when customer problems develop?


So, are you a giver or taker? Total your yes answers. Eight or more yes answers qualify you to reap a rich har- vest. Six or seven is better than average. Five is border- line. Four or less? You have a long way to go. – RAY DREYFACK


SELLING POWER JANUARY 2017 | 5 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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