Are You Doing What You’ve Always Done?

Then I don’t need to tell you. You’ll get what you’ve always had if you keep doing it that way! I belong to a terrific leadership group, Vistage. In November, I’m attending a very cool conference, and I think one of the titles I saw for the meeting was “THE NEW NORMAL”. I can hardly wait to see what that means. I’ve never been sure what “normal” is anyway.

Everything is changing so fast. We can look at 2000, and certainly back into the 90s, and our language isn’t even the same. If you own a piece of technology that doesn’t have an “I” in front of it, you aren’t cool today.

I think the same is true with sales. Our consumers do not buy in the same ways they used to buy. Salespeople have to move quickly and listen very closely to the customer. Customers will tell you how they want to do business. What works for one may not or will not work for another. Here’s what I’ve noticed in the selling world that I personally compete in and the family entertainment sales world where we work with sales teams on a daily basis. Here are the top 10 ways to get more sales now.

1. Customers or potential customers want honesty. They need to have confidence in the product and the sales person. And they want value. These things have not changed a lot over the years. But, more than ever, a buyer can completely check things out.
2. You must be impeccable with your word. You have to be confident that your product has value and that you are a product expert.
3. Always sell and tell the truth.
4. If you say you’re going to do something in 2 hours, 2 days, or 2 weeks, you better do it.
5. Your price must be based on integrity. You need to be able to back up why you charge what you do and you have to believe in that pricing.
6. Cold calls must be warmed up with research, appointment setting, email introductions, and, best of all, referrals. Any contact you make gives you an opportunity to ask for a referral. Social media sites like “Linked In” give you an edge of introduction before you ever walk in the door. Use those tools so your potential buyer can get to know you and you them.
7. Ask the customer how he or she prefers to be contacted. You may love to text or email, but if your buyer doesn’t love it, then don’t expect a quick result. On the other hand, if that’s the way they request connection, then you should respect that communication request. I have a client who leaves his email address on his phone message and he encourages a text. If I need an answer right away, I know to text him. Otherwise, I just leave a message and he gets back to me when he can. It’s easy and we know best how to connect.
8. It’s all about connections!
9. Don’t deliver a contract or an agreement with a big price tag and expect an immediately call back. It is much better to go through the details, saving price for last, and then ask for the order. If you email and then wait, you may wait forever. They’ve lived without your products and services this long, and if you haven’t personally compelled them to do business with you, it could be a long wait.
10. Finally, you must not waffle on whether or not your product makes good sense for the buyer. You have to be confident that you are doing the right thing for the customer or you should not try to sell your product to them.

In closing, I want to quote Jim Rohn, whom I admire greatly. He spends a lot of time talking about personal development and working on the things you are inspired to do whether that’s a job, a charity, or your family. He says,

“Here’s the great axiom of life: To have more than you’ve got, become more than you are. Unless you change how you are, you’ll always have what you’ve got.” Lessons on Life, Jim Rohn

If your sales methods are working for you, maybe one of these top 10 ideas will inspire you to do it differently. Good luck, and happy selling!