Via All Business : If spring cleaning is designed to freshen up your home, why not take some time to freshen up your selling with new ideas?
Look at What You’re Selling
Do you sell the same products? Often companies offer more than just a few products. You might find that it’s easier for you to sell specific products so you do what’s easier for you.
What’s easier for you might not be what’s best for your customers.
There might be a product you forgot about that you could introduce to a customer and solve a problem or improve performance. One of the salespeople I worked with read his product offerings manual from cover to cover once a year. He often was reminded of products he could be selling. He made more sales when he started selling them.
How Much Is Too Much or Too Little?
There’s a balance between calling on a customer too much and contacting your customer too infrequently. It’s time to examine your call frequency if you haven’t taken a look at it recently.
You’re calling on a customer too frequently if your sales calls are “how ‘ya doing?” sales calls. The objective of these types of sales calls is to “touch base.” You have no reason to make a sales call to touch base. You can decrease your call frequency at these accounts.
Even better would be to develop a strategy to bring something of value to each meeting. You could be discussing new products, services, or information. You might schedule a meeting to review your performance.
Any meeting that results in your customer telling you how well you are doing is good for your sales. Why? Your customer realizes that doing business with you is a good thing and it’s less likely he will let your competition take your business.
What You Say When You Sell
Your selling includes both written and oral communication. Review some of the “oops” you’ve had over the past year. Did you send an email in anger? Resolve never to do that again. Nothing good comes from a permanent record of a hate filled email.
Did you say something to a customer or peer in anger? Resolve to stay away from the person who created the problem until you are calm. Realize that even with an apology you can never take back the hurt that you cause. It makes it much harder to work with people you have hurt.
I believe in doing what works. It’s also a good idea to review what you are doing to see if you can do it better. Now is the perfect time of year to step back and freshen up your selling.
About Maura Schreier-Fleming
Maura Schreier-Fleming is president of Best@Selling, a sales training and sales consulting company. She works with business and sales professionals to increase sales and earn larger profits. She is the author of Real-World Selling for Out-of-this-World Results and Monday Morning Sales Tips. Maura focuses on sales strategies and tactics that lead to better sales results. Maura is a sales expert for WomenSalesPros. She is part of their group of top sales experts who inspire, educate, and develop salespeople and sales teams.She speaks internationally on influence, selling skills, and strategic selling at trade association and sales meetings, demonstrating how her principles can be applied to get results. She successfully worked for over 20 years in the male-dominated oil industry with two major corporations, beginning at Mobil Oil and ending at Chevron Corp. She was Mobil Oil’s first female lubrication engineer in the U.S. and was one of Chevron’s top five salespeople in the U.S. having sold over $9 million annually. Maura writes several columns to share her sales philosophies. She’s been quoted in the New York Times, Selling Power, and Entrepreneur.