SLH SALES SYSTEM SALES TRAINING MORSEL #23

NEXT YEAR IS NOW!

SELLING IN ADVANCE

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

How companies establish their budgets can be mysterious, indeed. What happens when they don’t spend that budget is even more curious. Some companies allow funds to “roll-over” to the next year. Sometimes the balance evaporates into thin air, never to be used.

Some companies belong to trade groups or business groups that make funds available for education, advertising or other uses based on their buying patterns and participation in specific marketing programs. In the advertising business, tons of coop funds go unused each year.

We can actually help our clients -- and perhaps ourselves -- by knowing how these budgets work.

At the end of every fiscal and/or calendar year, reach out to your clients. Ask how satisfied they are with the service you’re providing. Ask what you can do to improve as a vendor to them. We can also inquire as to whether our clients will be using us in the up-coming year. If so, we can offer to take payment now in return for services to be provided in the future (make certain their accounting department is good with this).

How about making that call right now?

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 #22

“THAT IS SO NICE”

THE POWER OF REFERENCES

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Frequently potential clients will want to talk to folks who have used you in the past. There are people who know you, your work and can vouch for you, our highly-prized references. These are people who speak for you and solidify your reputation in the market. Over the years, many super people have helped me build my business through their good words.

Some things to remember while building and maintaining your references:

·        Always ask in advance how they would feel about being used as a reference.

·        Ask how they wish to be contacted – office phone, cell phone, e-mail, fax, etc. Be certain you understand their wishes.

·        Every December give them a chance to “opt out.” Send a nice note thanking them for the past support and asking if want to “take a break” or continue to speak for us.

A couple of weeks back this was carbon-copied to me by a potential client after contacting an existing client:

·        “Had a very positive discussion with (Name of person) with (Company) related to David Rubenstein and his “Sell like Hell” program. (Company) has realized some significant gains throughout their sales efforts as a result of adopting some of Rubenstein’s selling suggestions and principles. One of the biggest gains they have realized was within house accounts which got my attention.”

Let your best clients help build your business.

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 #21

“QUESTION STACKING”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Everybody does it and we are rarely aware of it. And, it’s not a good thing.

It’s fantastic when Sellers ask open-ended questions of their Buyers. This is the essence of sales, after all. But, in our zealousness we frequently cause more problems for ourselves.

Working with more than 25,000 Sellers over the years, I have noticed that Sellers share a common malady –“stacking” questions. This is asking more than one (1) question at a time and not waiting for the Buyer to respond. In Training, and when riding with, or “sitting-beside Sellers, I have witnessed “doubling,” “tripling” and even four (4) questions in a row – “quadding!”

Nothing positive results from this action. Buyers can become confused and the Seller can lose control of their part of the sales process. And, worse, the answer we need may never be provided.

Solutions to this problem:

·        Slow down.

·        Know what your going to ask when you get there (see Morsel #17 on Protocols).

·        Listen well and “Follow the Buyer.”

·        Begin audio-taping your end of your phone calls for review.

·        When a Manager rides with you, ask him/her to make note of your question-asking patterns. 

Remember, one (1) question at a time always makes the selling process better and easier.

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.