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WANT TO SELL MORE?

Written by: Ron La Vine

Article Overview: Excerpt: Sometimes sales reps lose track of the basics. What do the coaches say when you're in a sports slump? Go back to the basics. You can be a greater presenter or a fantastic closer, however if you lack good solid prospecting skills, who will you be presenting too or what sales willing you be closing?

WANT TO SELL MORE?

By Ron S. La Vine
President of Accelerated Sales Results Telesales Training and Sales Training, Inc.

Sometimes sales reps lose track of the basics. What do the coaches say when you're in a sports slump? Go back to the basics.

You can be a greater presenter or a fantastic closer, however if you lack good solid prospecting skills, who will you be presenting too or what sales willing you be closing?

Probably no one unless you have someone doing the prospecting for you in which case they are building the relationships, not you.

First, get out there and do it! Stop making excuses or putting things off. If it is cold calling, then make cold calls. If your presentation needs work, then practice presenting. There is no time like the present to get things done.

Set aside time to get the most important things done first by asking yourself this question.
"What do I need to be doing right now that will make me the most money?"
"When do I need to have it done by?"
"How much time am I willing to commit to make what I want to happen, happen?"

Pick up the phone. Make one more call.

Pick up the pen and write one more sentence.

Get to the keyboard and type one more line.

Push yourself a little further each time than you have before and watch the improvements take place in your life.

Make a extra effort to be nice and complement someone. Complements are free and people enjoy hearing them. So boost your sales by using them.

When is the last time you complemented a prospect? One of the first things I do when I call on a corporation whose products I use and like is to immediately let them know just that.

If it's GE, it might start something like this. "Hi there. You know I'm a big fan of yours. I love the GE Refrigerator I bought. Maybe you can help me."

What do you think the person on the other end is thinking? "This person likes our company's products and therefore likes me. I should try to help them."

Ron, that sounds real corny. I know it sounds corny but it works. Try it before you judge it.

Call on the account you have always wanted to call on but never have. What the worst that can happen on the phone? A person can hang up on you. They can't punch you through the phone.

People are people wherever you go and good manners transcend all borders.
Guess what, Lou Gerstner or any famous person for that matter and you both have the same color blood, "red".

There's nothing to be afraid of they're just people be it the CEO of CISCO or a Janitor.
Some maybe a little old, smarter and wiser and yet that can work to your advantage.

People love to teach other people. It is very rewarding, spirit energizing and is the main reason I do what I do.

People are often amazed at people who are friendly and yet that is what they crave.

People crave other people who are interested in them and their problems and what they have to say.
Want to sell more? Be interested not interesting.

Related Articles
  Best Sales Strategy for Your Company
  Heart of Marketing by Judith Sherven and Jim Sniechowski
  HOW TO AVOID SOUNDING LIKE JUST ANOTHER SALES REP
  Finding The Right Prospects For your Business
  Have You Ever Felt You Didn't Know How You'd Get Your Next Sale?

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Placemat / Table Top Advertising - Was curious if any of you have done anything like this and how you pitched it. Some people say placemat advertising dont work and I laugh. To say such a thing would mean no advertising works. Advertising in the form, not even newspapers can compete. We have a CAPTIVE audience unlike any other form of advertising. Everyone waits for their food while dining out and obviously rather than stairing at there silverware, they are going to read a few if not all the ads searching for great deals in coupon form or just looking it over while waiting for their meal. Billboards, radio, t.v just can compete with a advertising medium which holds a reader captive, relaxed and in a great frame of mind. Everyone I have talked to says calling businesses up is a waste of time but i can accomplish more by hitting more business than i can going business to business, plus with gas prices these days..WOW. I have put together the following scrpit for calling and I would appreciate any feedback please (good or bad)... Hi, my name is Daniel with (my business name). I got your number from the (local chamber). We are calling on behalf of the pizzahut. (NAME), the manager has an exciting new promotion going designed by us to increase local area spending. We are looking for local sponsors to advertise their business on the table tops at the restaurant for the next 3-4 months. Becoming a sponsor is a great way to show your community support and promote your business. If your interested, I will be in the area (FRIDAY). I would like to stop by and show you an example. What time works for you? maybe that is just to long. Maybe i just want to sound like a real person, a friend over the phone rather than a CAR SALESMAN so how bout this... We are calling on behalf of the local pizza hut. Crystal, the manager has an exciting new promotion designed to increase local area spending. It seems to be a poplular place to eat so we're looking for local sponsors to advertise their business on the table tops at the restaurant for the next 3 months or so. Will be in the area friday showing examples all day long to those already interested. What time works for you? Hmm, i just dont know. I would like to hit the gound running with this. They say SELL THE SIZZLE, NOT THE STEAK. Do i want to say that we got their name as a referral from, hmm, i think it was the local chamber (chamber of commerce). That might help loosin them up or maybe not. Maybe i am thinking on this way to much. PLEASE HELP! Our local newspaper charges 45 bucks a day for a black/white 2x2 ad. Needless to say radio and tv along with billboards are much more. Problem with billboards, most use a pretty graphic which then gets all the attention, you never get to look at the number or business name during your drive by and a few minutes later, out of site, out of mind. These are 350-400 to create the vinyl ad, then 400-700 dollars a month depending on location. Is it really worth the expense unless you can afford putting an ad up on 10-20 billboards? We charge $210 for 3 months / $70 monthly / $16 weekly / $2 daily. I would say we have the most economical marketing product on the market today!" or another option is $250 for 3 months which includes any radio promotions which we would plug them as a sponsor. Another option would be rather than run them for 3 months at a time. Run our placemats for (1) month at a time for $210 monthly but combine the ads in 3 different restaurant locations (same franchise of coarse). All within 30 minutes of each other. Or just do the 1st one and upsell the others for options. Wanting some feedback and opinions on it. Thanks, Daniel


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