“The exact words that you use are far less important than the energy, intensity, and conviction with which you use them.” – Jules Rose
People will accept your ideas much more readily if you tell them that Benjamin Franklin said it first.
Sales Reminders 146 – 157
- It’s a lot tougher to develop rapport on the telephone; make those face to face meetings happen.
- Seek to be a strong number 2 at your competitors’ accounts
- Take an active role in helping your community.
- For you to survive, having SATISFIED clients is no longer good enough; they’ve got to be LOYAL; can you tell the difference?
- Always keep your car clean (especially the interior)
- Make 2010 about you, not the rest of the world
- Ask for referrals (and if you don’t know how, learn); it’s a lot easier than making cold calls
- Remember, it’s foolish to expect an empty bag to stand up straight (think about that one)
- Don’t take yourself too seriously
- Keep a journal
- Dial the phone often enough and you’ll find people who need what you sell.
Final Thoughts
As we begin the second week of the third month of 2010 ( is the year going by quickly enough for you?) remember, your company doesn’t need sales reps who are ONLY good a maintaining relationships. Now, more than ever, they need people who can develop NEW business. I’m hopeful this PrintGrowProBESTPRACTICES ‘aha’ moment may encourage some of you to begin (finally?) the process of growing out of your existing comfort zones.
That being said, if you’re one of those reps who like to ‘fly by the seat of their pants’, this need to tweak how you’ve always done things might be especially true for you when it comes to your presentation skills.
Presentations need to be planned; yes, even scripted. What comes out of your mouth (and how it comes out of your mouth) will determine your success or failure.
If this were not the case, your company could get by with Email blasts and corporate brochures — they wouldn’t need you.
I think it was Vince Lombardi who said: “Practice doesn’t make perfect; perfect practice makes perfect.” Oh, how true!
When it comes to making presentations, we come up with all sorts of excuses not plan: I want to be loose; I don’t want to sound ‘canned’; every situation is different; I need to be flexible .
Always remember though, your #1 goal is to try to put yourself in your prospects shoes and bring down his or her defenses; and, you can’t do this if you’re ‘shooting from the hip.’ If you are having to think about what you’re going to say next, you can’t possibly be truly listening to what your client is saying.
So the next time you’re in front of a client for the first time, remember what the Boy Scouts have been saying for a long time: be prepared.
Have a great week, pay it forward, and go sell something.
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