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WHAT'S COOKING?
Merry Christmas!
Do you.....
1. Say Happy Holidays?
2. Buy a Holiday Tree?
3. Wrap Holiday presents?
4. Have a Holiday List?
5. Give Holiday cash or gift cards to the mailman, doorman, hair stylist, dog groomer, caddy master, sales coach, and other folks on your Holiday List?
If you answered "yes!" to any of these questions, then knock it off.
Our awesome country was built on Christian values and December 25th is a very special day in Christianity.
We love Christmas time. Homes all over are tastefully lit up. Some homes have even been confused with runway two-niner-left at O'Hare! If you do not believe, it's still okay to do random acts of kindness.
*Be enthusiastic.
*Be considerate.
*Choose to have a positive attitude.
*Smile.
*Keep the driveway and sidewalk clear of snow and ice for an elderly neighbor.
*Remember the brave men and women of our military.
*Wish people you meet a good day and a Merry Christmas!
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THANK YOU!
How do you respond when someone says Thank You?
No problem. Don't mention it.
It is my pleasure. You're welcome.
Don't say: No Problem.
This implies the customer is being a problem. We do not want them to think they are anything but a welcome guest in our store.
Don't say: Don't mention it.
They obviously wanted to mention it and they may be a little annoyed at what you are telling them to do.
Say: You're Welcome!
This is the perfect response to their simple gesture of gratitude. "Thank you for bagging my groceries." "Your welcome, Ms. Cannon." "Such a nice boy, I love this store."
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Thank you for your business.
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Black Friday ~ we got to the stores at 10am; plenty of stuff left.
Small Business Saturday ~ most small business colleagues were off.
Cyber Monday ~ shopping online was not a high payoff activity.
Greetings!
2011 Sales Planning is not the same thing as setting resolutions. We are not going to exercise more, eat healthier, or get organized. We resolve to do these things, but by January 15th we forgot, and once again there is plenty of room at the fitness center. Sales Planning must be a daily habit. You need a sales plan, complete with SMART goals, action steps, and frequent progress reports.
If you are not happy with your sales results and you don't do anything different, your results will continue to disappoint. Spruce up your website. Blend in some new marketing tactics. Mix in some sales strategies. Add in some training. Remember, you can't do it all; ask for help.
Don't know where to start? Give us a call 630-548-9723 and we will identify your high payoff activities. At the same time we'll cook up some amazing solutions to ensure your sales are smokin'.
Heat up your sales,
Mike Cooper
Head Chef & Chief Sales Officer - Sales Kitchen
Independent Distributor, Send Out Cards
Certified Sales Coach, LMI Riverside
Goodwill Ambassador of the Year, Naperville Chamber of Commerce
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6.5 Closing Techniques
1. Options Close Offering a limited set of options. "Paper or plastic?" "Cash or credit?" "We can start as early as next week; or would you like to start the first week in January?"
2. Opportunity Cost Close The Cost of Not buying. "If you are not happy with your sales results and you don't do anything different, your results will continue to disappoint. The best time to heat up your sales is when you need it; which appears to be right now. Don't you agree?"
3. Trial Close See if they are ready for a close. Use this test after you have answered questions or handled objections. "It looks like you see the features, advantages, and benefits of having a sales process complete with business building programs. Is that true?" After you ask the Trial Close, be quiet. Watch and listen for their response.
4. Annual Cost Close Project the cost as an investment. "For about a thousand dollars a month, or for an annual investment of about $12,000, you could have a vice president of sales, or a sales director; with no burden. Doesn't that sound affordable?"
5. Best-Time Close Emphasize how now is the best time to buy. Prospects stalling, procrastinating, or will 'be-back' need to understand now is the best time to buy. There are no be-backs. "The beginning of the year is just around the corner; wouldn't it be great to have a 2011 sales plan, SMART goals, and action steps in place to ensure it is your best year ever?"
6. Summary Close Tell them all the things they are going to receive. "You will be getting a sales expert, a 2011 sales plan, prospecting goals, networking goals, selling goals, revenue goals, business building programs, actions steps, progress updates, a list of high payoff activities and measurable results. How does that sound?"
6.5. ABC Close Always Be Closing.
Keep your energy up. Maintain a positive attitude; exude contagious enthusiasm, and Always Be Closing.
Good Luck.
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Did you achieve 2010 Sales Plan?
Four full weeks to sell, sell, sell. That's 22 selling days; plenty of time.
Focus on these nine high payoff activities:- Pick up the phone.
- Schedule appointments.
- Prepare for the meeting.
- Make the call.
- Ask for the order.
- Handle the objection.
- Close the sale.
- Repeat.
- Achieve plan. Good job!
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Upcoming Opportunities, Networking,
Seminars & Workshops
December 7, Tuesday, 7:00-8:30pm: BIIB Naperville Holiday VIP Afterhours Networking Join this group of decision makers including CEO's and business owners to meet, share successes, and explore ways to help each other achieve our growth goals. To join this growing group, click here. For more information about the Afterhours networking event click here. The November event was awesome.
December 8. Wednesday, 7:00-8:30pm: Send Out Cards ~ Business Overview and Networking Meet our Send Out Card Team Leader, Leo Wisniewski, and learn more about this amazing opportunity. For details and to register click here.
December 14, Tuesday, 5:00-7:00pm: Naperville Area Chamber of Commerce Business After Hours Showcase A monthly gathering that helps forge new business relationships and renew existing bonds. Stop by the Speakers Bureau Booth and choose one of nine inspiring speakers for your next event or meeting. Event location: Hotel Arista at Citygate Centre read more.
January 12, Wednesday: Effective Personal Productivity® (EPP6)- Nine week seminar from LMI Riverside designed for executives leading teams. This program will empower you to create a high performance organization focusing on many areas including; set goals, achieve results, and increase productivity through controlling priorities. Each two (2) hour session... read more
January 10, Monday: Effective Personal Productivity® (EPP4)- Six week web based seminar from LMI Riverside. This short version of the nine week program is for solo-entrepreneurs and focuses on personal productivity improvement solutions. LMI's Effective Personal Productivity program will help members of your organization... read more
February TBD, Greater Naperville Networking Workshop Series: The Five Hidden Mistakes That Kill Sustainable Growth And How To Overcome Them workshop from LMI Riverside. Is your business at a crossroads? Are you ready to take your company to new heights? Designed for CEO's, presidents, executives and... read more
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Next month in the December Cookbook:
6.5 Sales Planning Tools
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