With so many changes happening, including downsizing, explosive growth, new products to market, and buyers changing in such a short period of time, it’s never been a better time to close more deals. But only if you’re prepared to adapt to change while still emulating timeless approaches that work. As with most things, selling successfully is about balance.
I’ve had many exceptional experiences with Air Canada this year. Two worth sharing in the last week. The first while flying and the other while not.
Let's talk about customer loyalty, after all, you need a loyal customer first before you can up-sell and have them buy more, right? While customer loyalty does lead to repeat business and more sales, most people have the equation backwards. The truth is the more people buy from you, the stronger the loyalty. The top 10% of breakthrough companies are not rewarded with remarkable success because their closing ratios on net new busloyalty. The longer a customer is tied to you, the longer they will stay a loyal paying customer.
Learn MoreIt’s amazing what 5 hours of uninterrupted time with no Internet or phone can do to your productivity:
Do you find yourself struggling when you have to present to a senior decision maker of a company? I am often asked how salespeople can make this process simpler so I have created this 7-step plan to make it really easy for you to get through a presentation with high-level managers and/or officers. 1. Prepare! You may have heard the common real estate adage; "location, location, location." In sales, we have a similar saying; "prepare, prepare, prepare." I’m sure that you don’t regard presentations to top executives to be casual and friendly conversations but, it's extremely important to give the customer the feeling that it is. Without rigorous preparation, this is no easy feat. Once you have organized your notes and slides, try practicing to yourself as you do everyday tasks. 2. Begin At The End Think of any advertisement for a product you see on television or a flyer. There's never a picture of the factory where the product is created, only the product itself. Learn to apply this idea to your business as well. Never start a presentation with an introduction to your company. The first thing prospects want to know is what you can do to solve their problems or challenges. Try to begin with your conclusion. Start by reviewing the prospect's issues, and what you can do to solve them.
Learn MoreAsking for a referral can be a challenging process. You might be uncomfortable asking for the referral, as well as worried about the best language to use so that you don’t sound desperate for new business.
