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"Power Tools" for the week of December 16, 2009:
1) Your Front-Line Salesperson by Jerry Frentress
2) The Rule of Reciprocation
3) Make Like a Pilot
4) Powering-Up Quotes
A Favor Please: Forward this newsletter to someone it might help.
1) Your Front-Line Salesperson (#328)
I call many potential clients and crossthe doorstep of many prospects. My expectation for the reception has become verylow. I expect the look and sounds over the phone to ask “Who are you, why areyou here and what do you want?” “You’re not trying to sell something are you?” Ihave to bite my tongue while I’m thinking….I could be your biggest client oryour next biggest client.
All of mynegative thoughts evaporated this last week when I first heard and then metGrace. Grace works at a window manufacturing company and her words, smile andtone made me feel like I would like to become her next biggest customer. Yes,one person can do that. They can do the reverse too!
I complimentedher over the phone and looked forward to meeting her. When I did, she did itagain. She even stood up when I came in the door. After I complimented her, shetold me that her goal was to make callers and visitors feel happy. What a novelidea! Do impressed and happy clientsbuy and maybe buy more? Apparently shedoes it very well, day in and day out, regardless of the hour. I met her at 3pm.
Her boss Ray,claims her as one of his greatest assets. Ray spends lots of time andmoney building up and appreciating his assets…I mean people. He says that everyone comments on Grace and then tries tohire her. He asked me not to share the name of his company. :)
I hope you arenot thinking…”What’s the sales point?” The point is that Grace is at the front lineof selling windows and she knows it. Grace may be their top salesperson. Ithink she is. She has all of her power tools charged-up and at hand.
Power Up & Good Selling!
AKA: The Power Tools Guy
2) The Rule of Reciprocation
When someone does something nice for you, it's natural to want to return the favor. And as a salesperson, that rule of human nature can bode well for someone who is genuine and thoughtful. In his book Influence: Science and Practice (5th edition) (Pearson Education, 2009), author Robert B. Cialdini says that the rule of reciprocation "requires that one person try to repay, in kind, what another person has provided."
The concept is very simple: Do something nice for your customers today.
The Rule of Reciprocation by Renee Houston Zemanski
Selling Power / October 2009
Help your client (friend, spouse, child, employee, employer) win. You'll win!
3) Make Like a Pilot
A flaw often overlooked by many sales professionals and their managers is a failure to review their calls. Similar to a pilot who uses a checklist before he/she flies or a doctor who uses a checklist to perform a diagnosis for an illness, the sales professional must run through a checklist to understand each call's high and low points.
Post-call reviews help to understand where you made any errors. They assist in either reinforcing your message or helping to revise its content for a more consistent presentation the next time. And the review provides you with valuable information the client mentioned that you must not forget.
Learn what you did right and what you did wrong so you can learn from your errors and make more sales.
Drew Stevens / www.stevensconsultinggroup
Review Your Calls / RAB Daily Sales Tip
Italk into my pocket digital recorder after a call and tell Jerry everything he needs to do for a profitable follow-up and how to get better at what he does.
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4) Powering-UP Quotes
"If you don't go after what you want, you'll never have it.
If you don't ask, the answer is always no.
If you don't step forward, you're always in the same place."
Nora Roberts / American Author
"Leadership focuses on people.
My definition of a leader is someone who helps people succeed."
Carol Bartz / Yahoo! CEO
Practice isn't the thing you do once you're good.
It's the thing you do that makes you good."
Malcolm Gladwell / Canadian Journalist
> Send me your favorite quotes and I'll share them here and happily give you credit. <
Power-Up& Good Selling!
AKA: "The Power Tools Guy"
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