Greetings!
Happy Tuesday! I had great response from last week's featured article on using testimonials and unanimous results to last week's poll question as you'll see later in the newsletter.
This week we are going to look at our approach to sales. Notice I didn't say anything about sales tricks or techniques; just the pure approach we take when working with customers, potential clients and prospects. Hopefully it will create a few "Hmmm's" and maybe even an "A-Ha!"
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Candor is King
Sincerity is What Really Sells
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 can-dor [kan-der] -noun 1. The state or quality of being frank, open
and sincere in speech or expression; candidness: The candor of the speech impressed the audience. 2. freedom from bias; fairness; impartiality:
To consider an issue with candor. synonyms: openness, frankness,
honesty, truthfulness.
transparent [trans-pair-uhnt] -adjective 1. easily seen through, recognized, or detected.
2. open, frank, candid: The man's
transparent earnestness.
Candor in sales unfortunately seems to
have all but disappeared. Transparency has been eschewed out along with it. (Maybe not by you, but just in general.)
Bring them back and watch your prospects become loyal customers and a huge
source of repeat sales and referrals!
Do a Google search on "sales techniques"
and it will return about 23,300,000 website results. Now start clicking on each
site to absorb as much as you can on the various sales tips, tricks and
techniques "that work." Go ahead. I'll wait. What? You don't have time to click
through them all? Yeah, me neither. Heck, I didn't even click on the first one.
Now, I'm not saying that there isn't merit
to learning various techniques to assist you with your sales efforts. I study
sales through books, blogs and websites like many others. However, I don't rely
on strategies or techniques as a crutch to sell for me. I would say most people
know when they are being "sold." You can see the slick salester coming from a
mile away that relies on, if not depends on slick tricks and techniques. Instead,
my sales approach is a little more old fashion, if you will.
Click here to read how Cador is King and an example of why!
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Helping YOU!
Answering Reader Questions
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A few questions came in from last week's article on using customer testimonials. Most of the questions centered on how to get customers to provide you with testimonials.
The short answer: Ask for them. Sounds simple, but this ranks right up there with why people may not get referrals. They don't ask for them. When you've just delivered your exceptional product or service, and your customer is thanking you for it or commenting on something that stood out throughout the process, ask them if they would take a few minutes to put it in writing.
Let them know that you could talk all day with future prospects about what makes your product heads and shoulders above the rest, but a few lines of praise from your newly ecstatic customer would speak volumes, let alone help others experience the service that you just provided them.
I believe most people by nature like to help people, especially to reciprocate the help you just provided to them. So go ahead, don't be bashful. Ask and you shall receive. (Bonus tip: Don't forget to send them a hand written thank you for writing the testimonial!)
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to the featured article above, this week's question is...
"What percentage of your sales presentation is technique versus approach?"
0%
10%
25%
50%
75%
90%
100%
Other
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What kind of testimonials do you use?"
Written 100%
Audio 0%
Video 0%
Other 0%
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"Well done is better than well said."
~ Benjamin Franklin
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