Years ago, my father said to me: A salesman is only as good as his word. Dad had it right and many could learn from these well worn words.
Research from Wellesly Hills Group and Raintoday.com’s report how "Clients Buy" reaffirms my father's convictions. Did you know most buyers want reliability and accessibility?
In plain speak, your customers want you to keep your word. Honor your promise if you said that the product or service would be delivered in 48 hours. If a problem arises, do not wait until the customer calls, call the customer and explain the situation. They want you to be accessible, to answer a question, to help them through a technical issue.
What I have observed in my 30 plus years of sales is that many small business owners to sales professionals fail to keep their word. They "close the sale" (I really believe that is negative self talk) and go on to the next one. Customer service is for that department and not my problem is their belief.
All sales professionals are customer service professionals. They are responsible for making sure that the sale is delivered on time and without any problems. For it is these very same sales folks who initiated the sale and signed the contract. Their customers know them and do not know the customer service department.
Sales Coaching Tip: Customer service is when your clients cannot reach you.
Possibly, this being reliable may help to explain the continued growth of business networking groups such as BNI, Leads, LeTip, etc. Within these groups, small business owners to sales professionals learn about each other and their respective businesses. As a member, you can quickly determine who is reliable and make referrals based upon that knowledge.
What I recommend to my sales coaching clients is to construct their own values statement. This is a statement of non-negotiable behaviors that they will consistently demonstrate in all interactions. For reliability and even accessibility are necessary behaviors in sales.
If you want an answer to how to increase sales, then make sure that you keep your word, honor your promises and be reliable to both all customers (external and internal). Who knows, you may be surprised by the results.
Keep Your Word, Be Reliable, if You Want to Achieve the Goal of How to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dr. John Oda
John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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