Always be Starting and Always be Closing!

Sales Tips Based on Personal Experience: How many of the following are we practicing? 

1. Be diplomatic, not tactlessWhere do we draw the line and just how far should we go when managing demanding clients? It is important to remember that every action draws a reaction. How you react would most certainly shape the other party’s reaction. Do consider the consequences of your action before you respond, and ensure that you are prepared for it. Imagine how you would react if a sales person were to be rude to you. Do choose your attitude because you do have a choice! It is possible to be nice and firm at the same time. However, when you go the extra mile for your clients, they might be more inclined to pledge their loyalty to you. Interestingly, such instances may allow you to shine and differentiate yourself from your competitors. Again, do consider it carefully too as some things you do could be setting precedence.​

2. There is a fine line between being friendly and frivolous
Two persons approach you. One of them is your good friend; the other is someone you’ve just met. Both recommend an item to you for purchase. Who would you buy it from and why? It is not uncommon to find that people would likely buy something if it were a recommendation from a trusted friend. People tend to buy from people they trust. The idea is that your friend will likely have your interest at heart. Selling is about relationship building, and a genuine interest to provide value. Otherwise, people will usually be able to sniff out your intentions from a mile away. It is very important to be real, sincere and not to lead your client on.

3. Sorry seems to be the easiest word?
Apologizing to others unnecessarily immediate tilts the power balance, and can lead to people taking advantage of this. This sets you up for an unequal and uncomfortable relationship with your clients. Do apologize only if it is really your fault. In addition, do bear in mind that ‘sorry’ is the last thing that people usually want to hear when things go wrong. They would much prefer to hear your rectification plans. So, do rectify the problem immediately.

4. Be proactive but not a pest
Whether it is a cold-call, follow-up call, a call to update or seek approval for something, is there a magic number of times you can or should call your clients? Put yourself in the shoes of your client, or recall the last instance when you felt annoyed with a salesperson who called you one too many times, or someone who called you and you thought that there could have been a better approach. What was it? If your client is not picking up the phone, what alternatives or creative methods are there that you can take to approach the situation? Taking the perspective of the client can be helpful, but always remember not to pester or stalk because you might end up losing a client.

5. Authenticity leads to genuine friendship
The ideal situation is when you manage to convert all your clients to your friends. That’s when you establish chemistry with your clients, are able to engage in true and deeper conversations with them, and have each other in mind when there are exciting or new opportunities that might be beneficial to the other. It always helps to have an extra pair of ears and eyes keeping a look out for opportunities!

6. Word of mouth is the most effective marketing
Social media is a great tool to help you increase your presence in the market. However, nothing beats the loyalty and love that your clients accord you when they voluntarily spread good word about you. That kind of testimonial immediately enhances your credibility and quality. It is a completely different ball game when prospective clients are requesting for your service and you trying to convince them why they should use your services. New clients can come from the same company!

Cold Calling: Managing Your Expectations & Other Tips: 

• Rejection is normal. Don’t take it personally.
• Expect people to say ‘Don’t Call Me Back’, ‘Call me back’ but don’t pick up the phone when you do
• Do formulate common replies to address common answers
• Do follow up and make sure you call back as per the scheduled time
• Do establish a proper tracking system
• It’s okay to follow the script but try to personalize it
• If you do not have a database to begin with, you might want to begin with selecting an industry
• It is important to offer the benefit statement to indicate how you can help the client and how you are better than others
• Be fast and loud enough in speech and do not be boring
• Ask questions as it gives you insights

Insights / Reflections: 

• Never be afraid of cold calls. The more you do the better you become the word " no " is not personal
• Persistence is the word! It is also a lot about relationship building and being authentic. But that means really needing to understand people
• There are so many aspects to sales. Relationship management with clients to maintain sales is one of them. Client retention is extremely important! Other things to consider include cold-calling, networking, making the connection, building the relationship, sales techniques, the art of listening and understanding needs, personal branding, developing your style, corporate versus consumer sales strategy et
• Knowing the tactics of "sales" is somehow necessary for most people as we are all selling something to someone. It could be a product, but it can also be our thoughts and ideas.

 
Recommended books / Reading from the session: 

• The 5 Levels of Leadership - John C Maxwell
• How to sell your way through life - Napolean Hill
• Willpower – Kelly McGonigal
• See You At The Top – Zig Ziglar

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