SLH SALES SYSTEM SALES TRAINING MORSEL #34

ALWAYS THINK LIKE A SELLER

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

When Selling, how often do we not do something because we think if we were a Buyer we wouldn’t want it to happen to us? For example, the simple act of asking a receptionist for a decision-maker’s cell phone number? Or, actually calling that person on their cell phone? This is what I call “thinking like a Buyer.”

Thinking this way can prevent us from doing what we have to do to make us a successful Seller. It’s like going to the Dentist with a sore tooth. When the Dentist begins poking around, we yell “stop.”  And, when that happens,  nothing gets fixed. We prevent the good Doc from doing what needs doing.

There are a number of things that are uncomfortable about Selling. Making cold-calls probably heads that list. In addition, many Sellers also feel uncomfortable asking for referrals, saying they “haven’t yet earned the right” to ask. Let the person being asked make that decision. Buyers will take care of themselves. We cannot be both the Seller and the Buyer – we need to think like a Seller, because we are!

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 #34

ALWAYS THINK LIKE A SELLER

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

When Selling, how often do we not do something because we think if we were a Buyer we wouldn’t want it to happen to us? For example, the simple act of asking a receptionist for a decision-maker’s cell phone number? Or, actually calling that person on their cell phone? This is what I call “thinking like a Buyer.”

Thinking this way can prevent us from doing what we have to do to make us a successful Seller. It’s like going to the Dentist with a sore tooth. When the Dentist begins poking around, we yell “stop.”  And, when that happens,  nothing gets fixed. We prevent the good Doc from doing what needs doing.

There are a number of things that are uncomfortable about Selling. Making cold-calls probably heads that list. In addition, many Sellers also feel uncomfortable asking for referrals, saying they “haven’t yet earned the right” to ask. Let the person being asked make that decision. Buyers will take care of themselves. We cannot be both the Seller and the Buyer – we need to think like a Seller, because we are!

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 #33

“ADDING-ON”

HOW TO EASILY GROW YOUR BUSINESS

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Sales numbers tell us what we take from the market but not what we leave in it!

The simplest way to grow our business is through “adding-on” to current transactions.

Technically, adding-on is “extending” the sale by asking about associated items – “things that go with things.” Every industry and product provides opportunities for add-ons but I’m amazed at how often we stop when we really should go.

The best companies train their Sellers to add-on and make this practice part of their culture.

MACDONALD’S. “Do you want fries with that?” This is asked by every 16 year old who has ever put ketchup on a hamburger. And, then “How about a milk shake or an apple pie?” It happens every time. Why? Because the 21 year old manager says so.

THE MEN’S WEARHOUSE. Of course, suits are the backbone of this business. All of their marketing and advertising – “I GUARANTEE IT!” – talks about the suit. Of course, folks don’t just need suits – they need shirts, ties, shoes, belts, etc. I once attended Suits University, the company’s incredible training institution, and learned how the pros do it. It’s done with a thigh-high presentation table within 10 feet of the changing room loaded with items that complement that suit.

THE UNITED STATE POSTAL SERVICE. Not kidding! On the millions of transactions that occur daily at Post Offices throughout this great country, every unionized, government worker asks whether we need stamps. Think about that training endeavor!

Many companies have computer systems that automatically “pop-up” add-on items which makes it really easy for the Seller. Short of this, Managers should consider designating a “daily add-on” and then track the number of times customers are asked about their need for it. You may want to consider rewarding the “ask” because when we ask, the odds of a “get” increase dramatically.

A pro-active add-on program also “takes the Buyer out of the market.” The Buyer is going to need that accessory but once out of the store, we provide our competition an opportunity they don’t deserve. Interestingly, by our adding-on effort, our Buyers gain through the benefits of a “one-stop transaction,” saving their time and gas – at $4.15 a gallon.

Whatever your industry or product, initiate a proactive add-on program today.

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.