SLH SALES SYSTEM SALES TRAINING MORSEL #20

IT AIN’T THE REACH,

IT’S THE TOUCH

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

How many of us have been asked by Sales Managers, “how many calls did you make today?” That would probably be all of us. What do our Managers really want to know? Perhaps, how we are spending our time. Or, are we working at all?!

Let’s look at that question and its intent in the most positive light possible. Our Managers want us to do well and succeed. They want us to take care of our Buyers, families and our company.

But, Managers might be looking at the tail and not the dog. This question deals with the number of “reaches” Sellers make every day. The important question is really “how many ‘touches’ did you make today?”

A “reach” is an attempt to get hold of someone. There are three (3) ways to do this:

·        Face-to-face.

·        Telephone.

·        The written word.

Sales is really about the “touch” – being able to communicate with the Buyer. What good is it to make 75 telephone calls if we can’t talk to anyone? Revenue can only be generated through the results of that “touch.” Let’s start tracking our “touches,” because that’s where the money is.

What do you think?

Good Selling!

BLOG – http://selllikehellsales.blogspot.com

SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #19

CREATE MORE TIME

TURN OFF YOUR CELL PHONE

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s amazing how many of us just don’t have enough time to get done what needs to get done during the selling day. Well, here’s a quick tip on how to create more time – simply turn off your cell phone!

We are so tied to our cell phones that it becomes the tail wagging the dog (us!). But, there was a time before cell phones; a time when we weren’t totally dependent on a piece of technology that took precedence over everything else; a time when we didn’t wear a silly blue-tooth “thingy” in our ears. What could be that important that we wear those things while walking around, while eating dinner or in a meeting? Give me a break!

So, turn off your cell – right now. And, leave it off at least one (1) hour every  day. It can be split into a pair of thirty (30) minute blocks if that’s easier. This is your “DO NOT DISTURB” message to the whole world. Now, you have created the time necessary to get the important things accomplished today. Right now!
Changing your out-going voice-mail message (see Morsel #18) to reflect your “time-out,” allows you to complete those projects that demand “quiet time.” And, all will be well in your selling world.
You can do it this way:

• Hello. This is David Rubinstein and today is ... I will be available after 2:00 PM today but I’m checking in regularly. If you need immediate assistance, call 555.1212 and ask for Joe. Otherwise, please leave a message and I will be back to you as soon as possible.
• And, remember to change your out-going message again at 2:00 PM.

Go ahead, try it. After a brief period of withdrawal, you will be the dog wagging the tail!

HTS?

Good Selling! BLOG – http://selllikehellsales.blogspot.com SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. To be removed from distribution list, simply reply accordingly

SLH SALES SYSTEM SALES TRAINING MORSEL #18

CHANGE YOUR VOICE-MAIL

MESSAGE DAILY

 DAVID RUBINSTEIN

EDITED BY

JIM OLSON

There are big things in Sales and there are little things. This is an example of the latter. Sellers strive to differentiate themselves from their competition. One way to accomplish this is to change your voice-mail message every day:

         *   Announce the day.

         *   Tell ‘em what you’re doing today.

         *  How you can be reached – if you want that to happen.
         *  Who they can reach at your office in case immediate   response is required.
          *  When you’ll get back to them.
You can do it this way:

           * Hello. This is David Rubinstein and today is Thursday,  October 31. I am traveling today and will be back in the
office bright and early tomorrow. If you need immediate assistance, call 555.1212 and ask for Joe. Otherwise,
please leave a message and I will be back to you as soon as possible.
If you can’t change the message every day, at least make the change on a weekly basis. It takes less than thirty (30) seconds and can make a real difference in how you are perceived by your customers. No one else does it and you’ll certainly be different.

What do you think?

Good Selling!

SLH℠ Sales System "Morsels" are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. To be removed from distribution list, simply reply accordingly.