A Different Perspective

A Different Perspective on Getting the Contract or Making the Sale

Networking is great, and can provide us with many contacts. Out of those contacts, if we follow-up properly we will have several potential customers that we will meet with to ‘show our wares’ or provide quotes for services to.

There are thousands of books on making the sale and closing the contract. There are many schools of thought on technique for making your customer buy your product instead of you ‘selling’ it to them. However there is information that many of them miss when they are shaping you into ‘a great salesperson’.

So how do you guarantee that someone will buy from you and come back for seconds?

1. Build relationships first. People buy and return to buy again from people they like, can relate to or connect with. So be a good listener, be interested in your customer, and take a few moments to get to know them.

2. Care about your customer. People do not care how much you know, until they know how much you care. Even the most difficult people to care about have something good about them. Find that good thing and explore it. Some people will be so thrilled that you do care, that they become easier people to like too! And recognize that we all have days where we are difficult to like. This may be that person’s day, so care about them anyway.

3. Be Ethical in all you do. I remember once selling a sewing machine to an 85 year old lady who was well off. She did not need the machine, but I was very good in sales. I also worked on commission, and needed the sale that week. I felt very badly the next day about what I had done. I had not listened to what she wanted or needed, and I had sold her what I needed to sell her. In reality had I done the right thing, and not pressured her to buy, but showed her what she was curious about, she may have sent her daughter in the next week to purchase the top of the line model. In short-keep an eye on yourself. Question your own motives. Are you helping the customer or making a sale.

4. Never talk down another product or salesperson or company. There are many other products out there. Not all of your products will be the best choice for everyone. Remember last weeks tip on Abundance!

5. Cheerful give people all the information they need, even if that means that they visit your competition. After all, information is free. If people know you will give them the information that they need, they will come to see you first. We know it takes between 5-7 contacts to make that first sale, so make sure that your client to be leaves with all the helpful information that you can. (they will have no problem referring you!)

In short-just be a great person, a good friend, have ethical business practices and be positive. You cannot help but draw people to you and your products.

"One of the keys to effective communication and dispute resolution is understanding ourselves and how we think and also understanding how others are wired as well. Each of us has personality styles that are unique to ourselves - however there are also patterns as well. When you understand the differing personality styles and their blends - you begin to see people as they are with more understanding! For more information on understanding personality styles please contact Mandie at president@roaringwomen.com."

Take time to connect with our members, build relationships and ask for referrals. People will refer people that they know like and trust - so start building great realtionships. Why not join us? " Like this article? Sign up here:JOIN OUR NEWSLETTER list that offers more of these tips, coupons, inspiration and education that will help you propel your business to the next level! "


Mandie Crawford is a marketing expert, business coach, trainer and motivational speaker who was recently awarded Calgary Business Woman of the Year for her contributions to the business community.

Mandie also has skills and expertise in providing high quality guidance in time management and system implementation for small a medium sized businesses. Her passion as a business and professional development coach is to helps women recognize their value and self worth.

She is the Preside...

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