SLH SALES SYSTEM SALES TRAINING MORSEL #29

“AWAKEN”

DORMANT ACCOUNTS

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Why are banks robbed? Because that’s where the money is!

There are six (6) ways to leverage existing accounts, each of which assists in getting our business to “critical mass” – the point at which our business generates our business. (We dealt with referrals in Morsel #4 and will introduce the others in the near future.)

One of these methods is by “awakening” dormant accounts. These accounts have a history of good credit and have paid in a timely manner. But for one reason or another, you haven’t done business with them in a while. Sometimes, things change for the customer and the account becomes dormant. Frequently, though, we allow accounts to go dormant through neglect. This is a shame as these are people and businesses that were once were very important to us.

These accounts are easier to reach than making a cold-call. You know the decision-makers and they know you – there is history. And, there is a story in every account.

As with every call, it is essential that you know what you’re going to ask – a Protocol (Morsel #17) – for these calls. Remember, you haven’t reached out to them for a while and you need to be prepared.

You may want to ask:

·        What has changed in your business since we last talked?

·        How satisfied were you with the level of service provided in the past?

·        What one (1) thing would you change in the way we worked together?

·        What will you be needing next that we can provide?

Sometimes, we discover there was a problem. If so, you may want to ask:

·        What happened?

·        (If appropriate make certain to apologize.)

·        How was it resolved?

·        How willing are you to resume doing business with us again?

Awaken dormant accounts to re-establish past relationships and to grow your business. You may want to consider making a concerted effort to contact these accounts again. Make it a company-wide effort.

Why? 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 #28

GOT, GOT, GOT NO TIME!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Sellers work hard to always be available for their clients. Because of cell phones, text messaging and e-mail, Buyers now expect, sometimes even demand, it. Selling is now a “24/7/365” job. Consequently, I hear more Sellers complain about having no time to get their work done. Unfortunately, we rarely do anything about it. Accepting a hectic schedule goes with the territory.

Time Management is the most difficult thing Sellers deal with and effectively control. Time is the only thing that we can’t make more of. The real problem might not be that “there isn’t enough time,” but how we allocate what time we have. Ironically, if most people were given an extra hour a day, they would probably use it doing the same things that are already distractions.

The first step is to understand the reality of how we spend our time.

It’s pretty cool that we use the term – “how we spend our time,” as if it is a valuable commodity, like money. Well, it is! We choose to either leverage this asset or waste it.

So, for the next three (3) work days, do the following:

·        At the top of every hour, write down what you did that hour.

·        Decide what you to need continue doing.

·        Decide what can be done by others.

·        Decide what can be done at a different time.

I bet you’ll be surprised by what you discover.

A simple rule of thumb is to spend your time doing those things that yield the greatest revenue and productivity. We need to be more cognizant of the value of our time. Take a look and if you don’t like what you’re seeing, make changes now.

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.