The Blatant Truth: Sales Success Methods by Adrian Miller

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Something for Nothing

When was the lasttime you gave a client something for nothing?  If such a generous thought hasn’t crossed your mind in awhile, you may be missing out on an opportunity to do a good deed while stayingon the person’s radar.  The simpleact of giving may even increase the value of your business.  What’s even more amazing is that someof the most valuable gifts and services are intangible, so they won’t cost youa penny.  Providing a small, added serviceat the right time will set you apart in your client’s mind. If you’re not surewhat you can give your client, start by listening.  Listening will allow you tounderstand a person’s needs and interests, which will open up numerous giftingopportunities. Everyone discussesfamily, birthdays, business, and hobbies. Take good notes because this information will provide you with all youneed to go beyond the expected level of customer service.   Now more than ever,customers want to be informed and involved. How long does it really take toforward a link to an ad or an interesting article?  An invitation to an event or a brief introduction may appearjust to be a kind gesture.  Infact, it is a potential networking opportunity that could prove to be beneficialfor everyone involved.  By helpingothers stay knowledgeable, you position yourself as a reliable source ofinformation.  Before you know it,your phone will be ringing because they want to stay in the know.         Peoplecrave attention.  A phone call oremail is one of most effective ways of letting people know that you value themas a person and not just as a client.   Additionally, a call or a quick email can make for theperfect gesture of thoughtfulness. You can let your client know they are in your thoughts just by wishingthem a happy birthday or good luck on a big event.  The importance of the occasional connection is frequentlyoverlooked.  Communication is thebridge to a valued and trusting relationship. People understandthat time is valuable and always appreciate when a few hours are donated.Sometimes it is as easy as doing extra research when a sale isn’t pending.  But, if you really want to stand out,you can even volunteer some time to their favorite charitable cause.  People are searching for sociallyresponsible businesses in a world of corporate greed.  If you remember that it is better to give than receive, thenpeople will remember you. Small acts ofkindness will never go unrewarded. By demonstrating that you are notself-serving, you will be perceived as kind and honorable.  And, you are guaranteed to remain onyour client’s radar in a positive way.    

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How to Convert More Business

Ever wondered what the steps were for converting prospects into customers? Sure you have to make sure you have propects who are potential customers to begin with, but there's a lot more to making conversion work.

How to Convert More Business

As a salesperson, it’s always helpful to have a long list of prospects. However, if you don’t have a well thought out plan for converting them into customers, you are simply setting yourself up for failure. A low conversion rate is a common problem for salespeople, but one that is correctable with understanding the steps to take through the entire salesprocess. These steps are easily implemented with little or no cost and can makea tremendous difference in converting a higher percentage of prospects intocustomers.

Pick Suspects with Care

Not all prospects are created equal, and it’s best to thinkof them as suspects until they are screened and qualified. This is a fact thatseems obvious, but is often forgotten. The reality is that it’s very easy tojump into selling mode, and mistakenly waste time dealing with someone who willnever become a customer. Without a process for assessing the potential of aprospect, you are rolling the dice. You might get a customer, but more likelyyou’re going to get someone who will take your time and not offer anything inreturn.

Categorize Prospects

When you have multiple prospects, it can be a challenge tokeep tabs on where each one is in the selling process. A touch point managementstrategy is a must. From sales quoting to billing and beyond, companies of allsizes need to make sure that these vital touch points are handled on time andeffectively. Without them, the relationship will most likely come to ascreeching halt. Sensitivity to what a prospect or a customer is experiencingis crucial and knowing that the proper handling of the most basic ofinteractions can be what is required to ensure long-term, fruitfulrelationships.

Improve Your Prospect’s Situation

You can have the most wonderful product or service in theuniverse, but if it does nothing to benefit your prospect’s situation, they’renot going to buy it. Take the time to understand their situation, their needsand wants, and then show them how you can help them. Never assume that whatyou’re selling just sells itself. In the vast majority of cases, it won’t. It’syour job to sell.

Move the Process along the Sales Pipeline

Often the sales process heat up early on, and then fadesbefore anything is closed. If you’ve done your homework and know that you havea qualified lead and a potential sale, don’t let the momentum die. Followthrough, keep asking questions, and offer your assistance. Don’t let a saleslip through your hands due to a lack of follow through, and by all means,don’t expect your prospects to do move the sales process along themselves.

Close New Business

It comes natural to discuss the features and benefits ofwhat you have to offer, but it can be unnerving to take that final step ofclosing new business. This is often because many of us associate closing a saleas hard selling. Rather, it’s not a cutthroat maneuver; it’s just a necessarypart of the sales process. If you’ve taken the right steps throughout the salesprocess and recognize that your prospect is ready to buy, they will appreciatethe honest, mutually respectful discussion towards the sale.

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Do You Want Fries With That?

When you order a burger and the salesperson asks “Would you like fries with that,” you’ve experienced a marketing tactic called cross-selling.  This strategy encourages customers to purchase additional products and services that are related to the item they are already buying. Cross-selling doesn’t just work with fast food; it’s also a highly effective technique for any type of sales.  Here are a few ideas to help you achieve cross-selling success: Service with a SmileThe success of cross-selling depends not only on the quality and value of the product, but also the customer service provided.  Customer service begins with the very first encounter, either in person, through email, or on the phone. It’s true that you only get one chance to make a first impression.  Every customer should always be greeted with enthusiasm and respect Listen to the CustomerMany sales opportunities arise by just listening to the customer.  The simple skill of listening demonstrates that you are helpful and approachable.  A good salesperson should be able to take information from the customer and inform them of all the products and services that would be benefit their needs.  Customers appreciate being informed of additional products and services that could provide an added benefit to the item they already intend on purchasing. How Well Do You Know Your Product?Product knowledge is the key to successful sales.  Successful salespeople know every detail of their products from how they work to when to use them.  It’s essential that this knowledge be relayed to the customer to help them understand why they can benefit from your product. The product you are cross-selling should either be related or complementary to the original item the customer purchased. It’s unlikely to sell an add-on product or service that offers no additional value to the original product. Don’t Forget to AskMany customers walk out the door without ever being asked whether they could benefit from related products.  It should go without saying, but it is necessary to ask the customer whether they are interested. Even the best products and services won’t sell themselves.  Sales must be initiated.  Follow-upNumerous cross-selling opportunities are lost because the salesperson didn’t take the initiative to contact the customer regarding their original purchase.  A quick follow-up call shows the customer that you truly care about their needs and not just the initial sale.   This is a perfect time to find out whether they could benefit from related products or services. This simple act will open the door to a long-term sales relationship.  

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Are You Leaving Business on the Table?

Undoubtedly, you work your tail off everyday to be the most professional, productive, and successful salesperson that you can be. But, is it possible that you are leaving business on the table? The answer is probably yes! If you are not consistently presenting all of your offerings to your customers, or you are not probing them on a regular basis about their needs and potential opportunities, you are simply handing business to your competitors.

I’m not suggesting that you take a hard-sell approach. Rather, it’s about selling smarter. Using a high touch, low pressure strategy where you are cross-selling and cross-telling your prospects and customers about your products and services is not only highly effective, it’s essential to your success.

It’s your obligation to make certain that your customers are familiar with everything that you can provide. In fact, you’re doing them a disservice if you’re making assumptions about their needs and not keeping them up-to-date on your offerings.

Once you’ve opened your customers’ eyes to everything that you can offer, keep reminding them. Making certain that your customers are familiar with everything that you can provide should be something that you doon a consistent basis. Let’s face it. Your customers are inundated every day with sales reps trying to sell them things and often what is told or sold just weeks before is forgotten.

You don’t want your customers forgetting the plethora of what you have to offer. You must make a point of proactively talking with them on a regular basis to make certain that they are knowledgeable about what youprovide. Keep them up-to-date with offerings with all of the tools you have:newsletters, marketing material, and even your sig line.

Business is also frequently left on the table because salesreps don’t take the time to truly probe their customers about both their shortand long-term needs. Insightful, consistent probing is another key component towinning more business from existing accounts and a smart way to positionyourself as a problem-solver, instead of just a vendor. Even if there is another supplier involved, reach out to be the primary source for your customers.

Finally, take the time to record all of the information thatyou gather from your customers so that you can anticipate future, as well as current needs. This is where a crm system can really come in handy.

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How Being a Mom Has Helped Me in Business

For most women, becoming a mother is a turning point in theircareer. It’s a time in one’s life that’s rife with challenges, frustrations,and uncertainties, but it’s also when many of life’s most rewarding achievementsand miraculous moments occur. What many new moms figure out rather quickly isthat the skills that they use every day while taking care of children are alsovery applicable in succeeding in business. Nurturing a needy newborn isn’t allthat different from managing a high-maintenance client, and trying to jugglechores and kids can be strikingly similar to the multi-tasking required tomanage a large list of prospects. Here are just a few of the skills that arefine-tuned and mastered the minute you take that leap into motherhood. PatienceColicky infants, whiny toddlers, defiant teenagers – If youdidn’t have patience before you had children, you quickly developed this virtueas a parent. And, the patience required for childcare definitely helps you increaseyour tolerance threshold in business. Difficult clients and prospects areplentiful, and patience is the key to unlocking their buying potential.  Time ManagementAs any new mother knows, time can be a scarce commodity andshouldn’t be wasted frivolously. Whether you need to meet a specific deadlineor only have an hour before your child wakes from a nap, time management skillsare essential to getting things done. Parenthood does wonders for enlighteningwomen (and some men) on the need to budget time wisely, and this skillcertainly gives moms a distinct competitive edge over their child-freecolleagues. Multi-TaskingIf you’ve ever changed a diaper while on the phone making adoctor’s appointment, while reading an email, you understand multi-tasking.Sure, we’d all love to be able to focus on one task at a time, but in this ageof technology and information, the ability to multi-task is a necessity if youwant to be competitive in the market. Motherhood promotes multi-tasking skillstremendously, and these skills remain with mothers long after the diaperchanges cease.  Training SkillsOne of the primary jobs of a parent is to teach your child whatis needed to succeed in the world. This requires you to be a dedicated, skilledtrainer. The same skills are required in business. Whether you’re training aclassroom of seminar attendees or guiding a client through the sales process,the training abilities you’ve acquired as a mother will certainly come in handyin the business world.  FlexibilityChildren are full of surprises, and staying flexible is anecessity to maintain sanity. Everyday is full of challenges and interruptions,and if there is one thing that is consistent about parenting, it’s the factthat it’s ever-changing. Inflexibility doesn’t work for parents, nor does itwork in business. People can be indecisive, situations can change, and evenyour role can evolve. Having the flexibility to gracefully manage theunexpected is a skill that will always serve you well, whether with the kids orin the office.   

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Are You Easy?

Do your clients consider you easy? No, not the type of“easy” that wasn’t such a good thing to be in high school, I’m asking if youare easy to work with. The key components to having a good long-termrelationship with those you sell to are being someone who is flexible,responsive, and available. Let’s take a closer look at the concept of beingeasy. FlexibilityDo you take a one size fits all approach with clients or doyou design your product offerings and services to benefit their specific needs?Flexibility is a must if you have competition. When you are rigid with what youoffer, you are giving your competition an edge, and they will most certainlyaccommodate your clients’ needs. Don’t give your competition the opportunity.Keep in mind that flexibility doesn’t just stop with what you are offering; italso applies to how you conduct business. Find out what your clients’ preferredmethod of communication is and use it. While you may like email, Joe Customermight prefer a phone call. It’s your job to find out preferences to keep yourclients happy and to maintain an ongoing image of being flexible and “easy.” ResponsivenessDon’t underestimate how your success is affected by yourability to respond to a phone call or email. Let’s put it another way – beingslow to respond is a surefire way to lose a client. Even if you don’tnecessarily have an answer to what your client is asking, returning their callor email promptly is paramount. It’s always better to respond with an “I don’tknow” than not to respond at all. Develop a timeframe in which you return allcalls and emails and stick with it.  AvailabilityAvailability goes hand-in-hand with responsiveness and isvital to keeping relationships strong and functioning properly. The goal shouldalways be to make it as easy as possible for your clients to reach you.  If you have a receptionist, make surethat the person is professional, friendly, polite, and knowledgeable. Yourclients should feel welcomed each time they call. If you have an autoattendant, make it user-friendly. Don’t drag your clients through a lengthy andunwieldy menu. If you are unreachable, have a default person or solution thatcan help your client.