Hello All….
To Close more Sales and Get more Appointments, you have to change. I have talked a lot about changing your “self” as I call it. The way you show up as a person has to change for your appointment and close ratio to change. Sales people like to think that if they have a “tactic or technique” to get more appointments or a catchy close phrase… they will close more sales. None of that old learning is true. Have you noticed how fast new electronics come out these days and how fast what was the latest model a few months ago becomes outdated?
The same thing has happened with selling. The old ways are out. The new way is “bring who you are” to the customer. How you ask?
First you have to define that. Who are you? Are you just out to “sell” or to help? If you are going to help… what do you offer in your experience or your companies experience that is helpful? If you are using the old method of “I am out to sell”… you are outdated like my iPhone 4. Change your approach from “Hi… I am xxxxxxx and we sell Janitorial Supplies and I would to stop by and show you what we are about?
Remember what I have talked about… make your approach about the prospect or customer’s needs… how can you help. To get more appointments mention how you helped other companies increase productivity and reduce labor costs, or how you improved the work environment and reduced absenteeism by providing a healthy, clean work area for xxxxxx… or how you helped a company “go green” and got that message out to their customers and how their sales increased…!! Do you have any of those stories? I hope you do.
Your company can help support you by changing your web site or adding these stories of “how our experts help xxxxxxxxxx.” Perhaps a picture of each of your sales people with a short Bio about their background and their passion. A few stories of who they have helped and how. Perhaps it is by participating in community projects and adding value to your community.
How do you add value? Bring your passion to work everyday. To each prospect, open with a question like “we are in the business of helping businesses with xxxxxxxx, would you like to hear more about how we have helped?” If they say yes (make sure you ask early on if now is a good time)… share two stories of how and who you helped… ( it could be “we helped a company, exactly like yours…..with xxxxxxx”)… and then you could ask “when I was sharing that story, what areas of concern came up for you?”
I could go on and on about this topic and I plan to. Stay tuned for the next follow up.
Please check out my new videos on my You Tube Channel… there is an interesting video from a customer/buyer who talks about what behaviors she likes in sales people and the behaviors that turn her off.
Gratefully,
Steve
