Sales: Cardinal Rules of Selling

Recently I was reading an article about sales sins.  Since I like to work in a positive manner as much as possible, here are a few helpful pointers about sales that we must keep in mind when we are in the marketplace:

  1. Listen between the lines – instead of running your mouth, try to figure out what your prospect or client is implying in their conversation with you.
  2. Sell benefits and value proposition from the customer prospective –look at the need of the client. You must ask yourself, what benefits will he experience and what is the value proposition in the eyes of the client…not your eyes.
  3. Be proactive in your sales process – always ask for the order.
  4. Make sure you are talking to a prospect and not a suspect – If you have done your homework, you will know:
    • Who the final decision maker is
    • What products and services to present
    • How you are going to present the recommendations and justifications that fit the prospects needs.
  5. Create client advocates – an advocate is someone who will promote, talk about, recommend you to others. In Carl Sewell’s book, “Customers for Life” he talks about under promising and over delivering is just one way to create those life-long advocates.

“Getting ‘THE EDGE’ over Your Competition!!!”

Peggy P. Edge © 2014

Networking: Conveying your Who-What-Why

When you give your 30-Second Commercial at a networking event, do you just stand up, open your mouth and hope the right words to come out?  You are shooting yourself in the foot unless you plan in advance what you are going to say.  Developing a good elevator speech requires some forethought.

A well-crafted commercial will answer 3 questions:  Who, What, and Why.

  1. Who are your clients or prospects? Be specific with the levels of management that you call on as well as the industry niche that you work within or are expecting to break into.  Example:  I work with______________.
  2. What the products and services that you offer? Highlight only 1 product or service at a time.  Remember you only have 30-seconds.  Example:  I provide ________.
  3. Why should I listen to what you have to say? Your Value Proposition explains why your product or service is important.  Example:  Because or So that_________.

To improve your presentation, write the answer to all of these questions and fill in the blank.  Next, get in front of a mirror and practice-practice-practice.

Peg Pointing Laser

Peggy P. Edge (c) 2014

Networking: Last Quarter Coasting or Scrambling

As we embark on the last quarter of the year, what are your plans for your business? Are you beginning to coast because you’ve already met quota? Or…are you scrambling to network so you can finish the year on top?

If you are coasting, don’t do that.  Your competition is nipping at your heels.  Start working on next year’s plan.

If you are in scrambling mode, take a deep breath, re-group and tweak your plan.  Some of the things you can do to tweak your plan include:

  1. Make sure you have identified everyone in your Connection Circle.  Think about any group that you have become involved in for the first time this year. How well are you connected?  Reach out and connect on a personal level.
  2. Look at your Inactive Client list.  Touch base and ask for a new opportunity to work with them.
  3. Dust off that pile of business cards on your desk from events you have attended and enter them in your contacts.  Drop them a note and your business card in the mail as a reminder of who you are and what you do.  Ask them what you can do for them.
  4. Call existing clients to thank them for their business.  Ask them if they know anyone they can refer to you.  Be bold and ask for a personal introduction.
  5. Above all——Don’t be afraid to ask.

Now go out Make Connections – Seize Opportunities.

Peggy P. Edge (c) 2014