Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Happy Stories

Happy Stories
Free Download - More on Ratios – A Real Life Example By Don Mersereau
Name: Email:

When we approach a suspect for the first time we know relatively little about them and the same is true for them about us. A classic mistake many salespeople make is to launch into a long winded tale of what a great company they represent and all the wonderful things that they and their products or services will do for them. This is rightfully met with a lot of skepticism. The suspect is thinking who are you? (notice I said suspect not prospect more on this in another article) You don’t know how we do business here or what my issues are. The result is rarely an appointment if that was the goal in the first place.

A much better approach is to share experiences and results from your existing client base. It sounds like this: Recently we have been working with ABC Company. As a result their productivity is up 27%. The reason I am calling today specifically is to set an appointment with you to share how we were able to help them achieve this.

This has a totally different feel. Of course it has to be real. And this is where it breaks down sometimes. You have to actually call your customers and ask them a simple question. Are you still happy with us? For some reason many reps don’t want to make that call. They may be afraid the answer is no! I am not happy. But wouldn’t you want to know that? What have you got to lose? You are not likely to get any more business from them. Unless you clear up their problem and sooner is better than later.

If they are happy you simply explain that you will be prospecting for new clients and would like to use them as a reference. Most people are flattered. Some say they need to check with someone else in their company- legal, compliance or maybe the owner. That’s fine just ask when you can call them back. I rarely have anyone say no. If they do and there is nothing wrong with products or service just move on. You have lots of happy customers. The more happy stories you have the better. You can choose the ones that will likely be interesting to the suspect you are calling.

One other thing. You may get some business you weren’t expecting-A bonus. You will likely get some positive reinforcement too. We can all use a little of that.





Happy Stories - To learn more about this author, visit Don Mersereau's Website.

Like this article? Share it with your friends

Article Tags:

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback

To learn more about the Evan Elite Author Program please contact us.

 About The Author


Don Mersereau
(Visit Don's Website)
Don Mersereau is an expert sales training consultant who has over 30 years of experience. In the last 3 years alone Don has worked with clients in 5 countries and 23 US States. No wonder his business is booming! Your company can naturally benefit from his wisdom and his experience. Mr Mersereau continues to work with clients from all over the world coming from various industries. If you or your sales team are beginning to plateau or just can't seem to shake bad habits, give us a call. DEI Ottawa wants to help you stay ahead of competition with highly efficient selling techniques taught by experienced sales training consultants. See how efficient sales techniques can increase your company’s productivity! Visit us on line at www.powerfulsalestraining.com or call toll free at 1866-434-1492


Don Mersereau is a Gold author on EvanCarmichael.com
 About The Author

 Author Blog
 Author Blog

 Video
 Video

 Free Downloads


Don Mersereau's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Don Mersereau's Complete List of Sales Articles For FREE!

More Don Mersereau
Happy Stories
Another Interesting Number
The Four Steps to an Effective Cold Call
Who is a ProspectThrow the Ball
More on Ratios A Real Life Example
How to Get More Referrals
Be Proud to be in Sales
How to Ask for an Appointment
The Rule Of Thirds
Why Ratios are so Important
 Free Downloads


 
 
 


Evan Elite Authors
Linda Richardson  
Kalena Jordan  
Jay Kubassek  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video




Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Great Sales Fallacies Icon Great Sales Fallacies
Instant Business Letter Icon Instant Business Letter
Measure Customer Loyalty Icon Measure Customer Loyalty
Purpose of Value Propositions Icon Purpose of Value Propositions
Team Building Exercise Icon Team Building Exercise
Free Downloads - Complete List

Entrepreneur Tools and Guides
More PR Resources
More PR Resources
Press Release Builder
 
The Top 10 Guy Kawasaki Posts - Best Posts for Entrepreneurs
The Top 10 Guy Kawasaki Posts
Best Posts for Entrepreneurs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Paulina Osei Offinsu, Ghana,
Paulina Osei
Offinsu, Ghana
SEO For Africa

If I Were A Startup...
Catherine Daw, > $4 Mil in revenues
Catherine Daw
> $4 Mil in revenues
Jeff Roick, $1.4 to $6.5 Mil in 2 years
Jeff Roick
$1.4 to $6.5 Mil in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Wolfgang Puck, Wolfgang Puck
Wolfgang Puck
Wolfgang Puck
David Ogilvy, Ogilvy & Mather
David Ogilvy
Ogilvy & Mather
Famous Entrepreneurs

Entrepreneur Advice
Zig Ziglar, See You At The Top
Zig Ziglar
See You At The Top
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     How You Can Dramatically Increase Your Business Networking ROI
By Leanne Hoagland-Smith
     Exceptional Business Leaders Know How to Find and Read the Signs Do You
By Leanne Hoagland-Smith
     Translating Networking into Increased Business Dollars Growth Profits and Success
By Leanne Hoagland-Smith

Have A Suggestion?

Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!

Have A Suggestion?

More Evan Carmichael
More Information