Salespeople and entrepreneurs alike frequently settle for small sales when in fact their sales could have been more frequent and larger in scale. Why does this happen and how may it be avoided?
People buy from those they know, like and trust. Paying attention to details upfront establishes the quality of your relationships. A level of trust develops that ultimately determines your outcome.
Let’s first take a look at some of the details normally overlooked. Instead of allowing the day to fade away without being productive, maintain a prioritized list of tasks to be completed each and every working day. Included in the list should be time allotted to work on completing your bigger projects. These minute tasks leading to the completion of your big projects may be regarded as your daily business vitamins.
As you become established, requests begin to pour in for partnering on a variety of levels. With your prioritized list in mind, only commit to those with whom you know well and trust, the projects that put a smile on your face, and those of which you have time to give your full attention. Be of the mindset to not over-commit but instead over deliver on expectations.
Prompt follow-up as promised is one of the more important details. Be aware, by not following up promptly, credibility and trust are lost.
The tinier details include cleaning up email, making certain your database is up to date and that all links posted actually work. Make it a quarterly habit to double check that everything is working properly.
The relationship building and selling technique that drives sales even further is the personal touch. For example, “Joe” proudly announced he sends out a blast of 200 e-mail each day. I asked what his response has been. Joe’s answer was, “minimal”. Even so, he proceeded to ask how he might send increased volumes of generic email.
I then provided input on personalizing each and every email. Admittedly, personalizing communication online or in-person takes longer to get your momentum going, but then you accelerate past everyone else. Approaching everyone as a potential friend versus someone from whom you might make some money is another excellent element for building relationships. Take an active interest in who they are, what they do and what their dreams are. You will distinguish yourself from the others in your field, and begin to hear great appreciation expressed for your genuine interest and not just the pending sale.
Does all of this really matter? Your attention to all of this will help you stand apart from everyone else. Trust builds easily and so will your sales. When others see you living up to your word and expertly delivering upon what you promised, your personal brand becomes well established.
All of these tips will lead to repeat business, referrals and testimonials. Your sales will be more frequent and larger than ever before. As you begin to implement these steps in alignment with your personality, you will come to know the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. She provides team sales training, private coaching and highly acclaimed inspirational keynotes for conferences. Elinor is available for consultation.
