Archive for April, 2008|Monthly archive page

The Magic Number 7

This sales technique is simple yet takes discipline to use. All you need to do is overcome 7 objections in every sales presentation you do. With each objection you overcome, your prospect loses reasons to not buy. His buying barriers will fall. There’s something about the number 7 that makes people stop objecting and take the plunge.

Now, I say this takes discipline because it’s not easy to keep going sometimes. If someone holds up their hand just inches from your face saying no, no, no, would you keep trying to sell them? If they say “oh, I don’t need that” or “I can’t afford that,” make sure you have responses to those objections. If you sell insurance, tell them they can’t afford not to get it. If you sell hand held GPS systems, tell them they’ll never get lost again. And don’t forget to ask questions, find out what’s important to them and relate what you say to their needs.

Keep a mental running total of the objections you overcome. Then ask for the sale. You might be wildly surprised.

Drive a Mile in Your Customer’s Car

I want to avoid the phrase “Walk a mile in the other person’s shoes” and make that idea more applicable to renting cars. Point being, to do well in this business, you need to downshift and look at things from the perspective of your customer.

This means sympathize. Listen. Find solutions for your customers that match their needs. Not only will they trust you, they’ll feel you’re trying to help them. They’ll want to be your friend. They’ll come back to you when they need your services. Do this for every customer and you won’t fail.

Cohesion

When a sales or management team loosens their operation and become sloppy, nothing good comes from it. Tightening the operation always produces better results. Get everyone on the same page. In sales especially, consistency by everyone heeds top production. Consistency is presenting your goods and services the same way every time. Laziness is the ultimate killer.

Why Change is Important

In a growing and changing marketplace, if you keep doing the same thing, your business will die. Adaptation is important because trends and people change. If you don’t change with them, you’ll become a thing of the past.

Coming Up With Solutions

If you look at a problem and become frustrated, start thinking about possible solutions. If business is slow, find out why. Explore new avenues for success and find ways to increase revenue. Hit the streets and market aggressively. Sell harder. Get people in the door, buying, and leaving satisfied. Create raving fans.

In management, it’s essential to set goals for your people. At weekly meetings, discuss these goals and keep everyone on track. Without a road map and place you want to go, how can you expect to arrive at your destination?

Why Rewards Produce Huge Benefits

In my company, the top sellers each month are rewarded with the “Breakfast of Champions.” The general manager from the Pacific Northwest takes these sellers out to a fancy restaurant for breakfast. The reward is substantial. A great free breakfast, time off work to relax, and praise from a manager in high places.

Knowing that the Breakfast is obtainable with high enough sales numbers, employees work much harder to sell effectively and consistently. In Washington State, we’ve seen significant increases in revenue through stronger sales. Each employee is highly motivated by this honor.

Can a reward like this for your employees produce huge benefits in your business?

Talking About Marketing Strategy

Yesterday I spoke with a co-worker from another location about marketing and how to build business. He gave me some fresh ideas that I haven’t been applying at my location.

  • Analyze what your competition is doing. If you’re overloaded with competitors in your area, do something different. Move your operation somewhere else where you can develop more freely.
  • Research your target market. It doesn’t make sense to be in a location that’s far away from the people you’re trying to reach.
  • Make an irresistible offer. Offer free or discounted service for partnering up with other businesses. Then these businesses can offer their customers your service for a great price.

I can’t give too much away as far as details go, but this is the gist of what we talked about. You can apply these principles to any business. Moving locations is the only one that may not apply. In the age of the Internet, it’s quite possible you can reach your target audience without leaving your living room. With brick and mortar businesses however, strategic relocation might be a viable option.

Does Music Help You Write?

When it comes to writing, either advertising copywriting or fiction or blogging, music helps my creative juices flow. My imagination runs free and I’m more relaxed. If you’re stuck in a rut or have writer’s block, try listening to some tunes. You might be surprised to find new ideas spring to life.

I’ve been discussing this topic over at the Authority Blogger forum. It’s interesting to see what styles help people write. If you’re a writer and a music lover, tell me what types of music you listen to when you write. Does music help you write?

This May Sound Crazy

But I believe looking your best impacts sales. If you wake up and know that you look good, you’ll feel good. You’ll be more enthusiastic and energetic. If you dress up, you’ll feel more presentable and confident. The people you meet throughout the day will sense your positive energy.

This in turn will produce more sales. You’re presentation will be stronger and prospects will feel comfortable around you.

Make it a point to wake up and look good. Exercise and eat right. Not only will you feel better, but you’ll look healthier too. Give it a shot and see what happens.

What To Do When You’re Shorthanded

If you’re in an industry where teamwork counts, working with fewer people than normal is difficult. I’ve made a mental note of things you can do to make work less hectic and stressful when co-workers are missing in action.

  • Work faster. With less people, there’s more work. Force yourself to pick up the slack.
  • Be prepared. If something unexpected pops up, you’ll be ready.
  • Communicate. Make sure everyone who’s present is on the same page.
  • Take a deep breath. Relax and stay focused when you feel overwhelmed.
  • Stay positive. Know that you’ll make it through the day and get everything done.

These tips can and should be used when you’re not shorthanded as well. When you’re workforce is depleted though, following these guidelines is essential.

When you’re shorthanded, how do you handle it?