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05 2011

11 Little Things That Make a BIG Difference in Sales

Syndicated from: Fearless Selling Blog ~ Increase Your Sales

Many people in sales look for that one BIG opportunity or SECRET ingredient that will separate them from the competition or help them close a deal. However, the most successful sales people know that it is usually the little things that make the final difference. Here are 11 little things to consider. Say please and thank-you Remember what your mother taught you. Please and thank-you go a long way to earning the trust of your prospect. Enough said. Smile A warm genuine smile makes other people feel good. When you smile as you greet a customer or prospect, their natural tendency will be to smile back and this can set the tone for the remainder of the sales call, meeting, appointment, or conversation. Listen more than you talk I ALWAYS need to remind myself of this point. As an Expressive (LINK) personality my natural inclination is to talk and talk and talk and talk. However, when you’re talking, you can’t be listening. And it’s the information that the other person shares with you that will help you close the sale or at least move the conversation forward. Avoid saying, “To be honest” “Have you been dishonest with me so far?” Not everyone thinks this when you make that statement. However, many people will wonder if you have been less than truthful. Eliminate this doubt by eliminating those words. Treat everyone with respect This includes the receptionist, janitor, executive assistant and every other person you come into contact with. That receptionist could be the CEOs niece and if you treat her like a second-class citizen, you could be in for a rude awakening. Prospect regularly The first accountant my wife and I had advised us to set aside time every week to prospect for new business. This is the most valuable advice I have ever received. If you’re not constantly prospecting and looking for new sales opportunities you will likely experience dramatic ups and downs in your sales results. Learn to ask high-value questions Forget about weak, feeble (LINK) questions. Learn to ask tough, penetrating questions (LINK) that force people to think. This is a simple concept that too many sales people ignore. But high-value questions will give you more insight into your prospect’s specific situation and business issues and help you better position your solution. Gain agreement for the next steps What happens next? Every sales conversation MUST conclude with agreed-upon next steps. Who will call whom? When? What do you expect your prospect to do? What do you need to do? Do what you say you will do when you say you will do it If you tell a prospect you will contact them at a certain time on a specific day make sure you follow through. Failure to pay attention to these basics can easily cost you the sale. Here’s why. If you don’t execute on simple tasks BEFORE you earn the sale, people will question your ability to execute once you do get the deal. Under-promise and over-deliver This ties into the above point. Many sales people make quick promises without considering the consequences or implications or, if they—or their company—can actually deliver on those commitments. It is always better to under-promise and over-deliver than the reverse. Send handwritten thank-you cards When was the last time you received a thank-you note or card from someone (other than your Mom)? Chances are it has been a while. Show your appreciation and make the effort to send a card or note (handwritten, not an email or form letter) to prospects, customers and other people you meet. Simple concepts? You bet. But far too many people forget the little things and in today’s ultra-competitive business world you need to take advantage of every single opportunity that is available to you in order to stand out from the competition.   Planning a sales meeting or conference? Give me a call and we can discuss a program that will help your team achieve better results. or 905-633-7750 Tweet This

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