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communication
Cold call, warm call, hot call…what is it? Go with the easy ones first
Intended Outcomes
My program, “Sell it or Schedule it”™, is called that because the ONLY outcomes of a selling interaction is to close the sale or to arrange another contact time…in order to close the sale. To either write it up today because the customer is far enough along in their buying process to be able to confidently decide…or they aren’t! In the case of the latter, an appointment will ‘forward’ or ‘advance’ the sale so that you can close it at the next contact.
Anything else isn’t an outcome, but a step …
Equals (Product) Solution
Process…plus….
Priorities…plus….
New Year’s....are you ready?
- What did you learn from this year that you don’t want to repeat next year?
- What new challenges await you?
- What are the areas you want to develop – business skills? Tec…
GRATITUDE and COMMUNICATION
To paraphrase Stephen R. Covey, what we are experiencing is demonstrated in our communications. Listen to what you are saying in describing your current state, your opinions, your challenges...how you describe those things show you where you are operating from.
When you are present to being grateful, how do you express it? Do you thank others? Do you show how happy you are to see someone when they walk in the showroom door? Does your gratitude greet them before you say a word?
How do you expre…
Expectation and Communication
I had dinner last night with a dear friend who is a brilliant cabinet maker and installer of high-end appliances. Kitchen/bath designers and appliance retailers refer him to their clients who want their products installed perfectly.
We were discussing how he gets paid (from the client) and how to best communicate that expectation. He currently asks the designer or salesperson “Has the client been told that I will collect my fee from them?” to which they always, always say “Yes!” And he usually te…
Delays and Communication
We all wish it was different…that special orders could be placed and received within a couple of months.
We all wish that price increases didn’t accompany these delays…and yet they do. What we can stop wishing for and start acting on are the communications that need to happen with the customer.
If it’s not a habit to send monthly emails to your customers who placed a special order, make it one. Start by telling your customer (in their thank you note) that they can expect to hear from you every…
Part 20 of 20: HubSpot Sales Statistics…With Secret Sauce Added
20. An average company loses 10% of its customer base every year
Don’t be discouraged! This is just a lesson in prospecting and staying ahead of your sales pipeline. Stay active and continuously reach out to new prospects and past clients to keep your pipeline full and your team looking ahead.
Salespeople
Simply put, keep prospecting and don’t take it personally. If you lose more than 10%, you might want to explore further to discover why that is. However, if you ask for referrals, market cons…
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