TIPS MEMORABLE SALE


A Teacher Learns


My most memorable sale was made...by the client himself on my behalf.


He was an executive with a manufacturing giant on the West Coast. I was just starting my company and was thrilled to have landed a contract with him. The contract was for a training program dealing with effective communications, and he was one of my students.


In the last of the 10 sessions, I went through the usual close. I summarized the main points. I told them what they should do to engage in continuous learn- ing. I dealt with the evaluation forms. I packed up. I said goodbye. I left. As I approached the guard station to turn in my


security badge, I heard a voice behind me. The client stopped me with a question: “Why are you leaving?” And then and there, he gave me a much-deserved lecture. “Why aren’t you stopping by my desk to ask about future needs? To share your insights about our skill levels? To sell me more training programs? Your problem, Marlene, is that you have only excellence. But excellence is not enough. You need hype, and you have none. If you want to succeed in business,” he advised me, “you need equal amounts of both!” With that, he walked away. The guard had the kind- ness to avert his eyes and pretend he hadn’t heard any of this. I rushed back to the office, called the client, and asked about his future needs. I shared my insights about skill levels and then sold him another training program.


– MARLENE CAROSELLI


Key Idea! Negative self judgments will destroy your sales faster than any competition. SELLING TIP


Increase Your Productivity with Effective Follow-up


In the days before computers took over everything from prospecting to follow-up, there used to be something called a “tickler file.” Now, CRM programs allow reps and managers to keep track of sales calls without the aid of folders and paper reminders. If, however, you’re in need of a personal reminder system, you might try this for 30 days – just for kicks – and see if it helps keep your sales on track. A basic tickler file is an easy-to-organize, system- atic way to track your follow-up calls effectively. The tickler contains slots for 12 months and 31 days. Next time someone says, “Call me back the first of next month,” simply make a note, including the date you talked with him/her, name, and phone number and drop it into the appropriate slot in your tickler. To maintain the integrity of your file, the tickler should be checked every day. Ticklers can be hard to locate initially, so order one


from your favorite office supply store (most don’t stock them). They cost approximately $16.00. Some helpful hints for using your tickler: 1. Buy one that has slots for both dates 1-31 and months January through December.


2. Keep your tickler in the front of your desk file drawer, or in your car. If you will be carrying your tickler between your car and your office, you may want to invest in a closed-sided accordion file so your valuable papers don’t fall out.


3. Check your tickler every day. To get used to us- ing a tickler, write on your daily calendar “check tickler” for the next three weeks.


4. Organize your papers before filing them in the tickler. Highlight any needed information, then put “tickle” date in upper right-hand corner of the paper. Staple business cards and small pa- pers to a larger paper so they don’t get lost.


5. Write “tickler” on your calendar next to items in the tickler.


6. File any papers you should delay, and – at the end of the month – refile the upcoming month’s papers in the 1-31 section.


– SELLING POWER EDITORS SELLING POWER OCTOBER 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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