Reading Body Language

August 30, 2012

“When talking to your customers, don’t only pay attention to the words they are saying, but also consider their body language. Many times a customer will express what they really want with non-verbal cues. Decoding a customer’s unspoken signals will help you give them exactly what they want. You now have a secret sales weapon!” Yes, I know – “don’t judge a book by it’s cover” – but body language…


Great Service Or Legendary Service? Which Do You Provide Your Customers?

August 20, 2012

Recently I read an article (I say this every time I start a blog, don’t I?). The story was about a customer who was impressed with his phone sales person.  The sales person was efficient, she knew her products, if she didn’t have it she found it, she was friendly, she did what she said she was going to do – when she was going to do it, she had…


Plan, Prepare, Put It Together, Practice – The 4 P’s For The Perfect Pitch!

July 5, 2012

Score a perfect game for “SCORE”, America’s small business mentors! They have summarized the perfect selling scenario for us in their most recent article (published in it’s entirety below)! The best sales persons (in any industry) are the most natural talkers! For those who do not have the knack of being able to carry on a meaningful conversation at any time and in any situation, preparation, planning and practicing is…


Stay Organized When Talking To Customers

May 15, 2012

It’s important to remember your interactions with customers, but it can be hard to keep all the information organized. Keep track of all the touch points you have with your customers by using a spreadsheet, log or online CRM tool. This will help outline the invested time, next steps, and due dates associated with each customer. Documenting and reviewing this information with the customer shows that you’re committed to understanding…


Add A Call To Action To Everything You Do

May 11, 2012

It might seem like a simple concept, but people are more likely to do something if you specifically ask them. Add the words ‘please retweet’ to the end of your tweets. Include ‘Like us on Facebook’ on your Facebook page, and add things like ‘Please comment below’ to the bottom of your blog posts. Take an example: Worthwhile Things is a regular poster on Connect and started including a short…


Be The Man. Address Problems Proactively!

April 23, 2012

When Product Problems Arise, Don’t Lose Customers When a product or service problem rears its ugly head, don’t sweep it under the rug. Instead, be up front with your customers by taking these three steps: Proactively tell your customers about the problem, the root cause and the plan to correct it. Actively listen to your customers concerns. Don’t repeat the mistake. Being forthcoming with bad news is difficult, but your…


Howdy Partner!

April 19, 2012

Want More Sales? Partner with Other Business Owners It can be tough to find ways to increase sales when resources seem scarce. Great news — some of the most effective methods to get more customers can be the simplest. Partner with other business owners that provide complimentary services to yours. You promote them, they promote you and your customers get an extra value-added bonus they can’t get anywhere else. It’s…


Promises, Promises. Don’t Go Back On Your Word.

April 17, 2012

Deliver on Your Commitments When working with your customers, whether new or returning, be sure that when you make commitments you can deliver on them. There is no faster way to lose customers than making promises that you cannot keep. This is true whether you are quoting a price on a project, offering to have a product delivered on a certain day or stating project specifications. Say what you are…


Is All Business Good Business?

April 9, 2012

While your product or service may be beneficial to the vast majority, not every client is worth the effort. A business filled with clients who are consistently looking for a “better deal” – or are otherwise causing you to lose sleep at night – is a clear sign that it’s time to redefine your target market. Start by creating a list of characteristics of your best customers and then research…


The Early Bird Gets The Worm

April 4, 2012

Event Networking: Practice 24-Hour Follow-Up In-person networking is still an important way to grow your referral network. The key is quickly turning those new contacts into active connections in your network. Do this by practicing 24-hour follow-up. Reach out to new contacts within a day of first meeting. Mention the specifics of your conversation and recommended next steps. And don’t forget to let them know you’ll be connecting to them…


The Birth Of A Blog….

March 21, 2012

In the past, my MO has been to “cut and paste” sales tips and training tips from experts in the industry, then send them out to our company’s sales and management staff. These tips range from simple one line messages, to articles that require you to sit down and focus on a topic. While I think everything I send out to you is valuable and worthwhile – I also realize…