Saturday Sales Tip: The Customer Isn’t Always Right

by | Jan 24, 2015 | ScLoHo Sales Tips

You can’t please everyone all the time.  And you need to know what you can and cannot do.  Check out this sales tip from RAB.com:

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Don’t be bullied
Sales trainer/motivational coach Paul Cherry
Stand up to bullies, even when they’re your customers.

Some customers just don’t deserve your business; they end up costing you more in time and resources than they give back in business and profits.

If you have customers who are bullies, confront them. If you can’t win with the bully because they’re their own worst enemy, or because their values are so out of sync with your own, walk away and invest your time on customers who appreciate the value you can bring to them.

More from Paul can be found here:  pbresults.com

Asking the Most Important Question

Asking the Most Important Question

by | Aug 19, 2014 | ScLoHo Sales Tips

Earlier this month I was part of a training exercise for our company that was designed by our sales consultancy.  2 days filled with role playing and other exercises to stretch us to better serve our clients.

The 27 of us were divided into 3 competing teams.  Over the two days I had a love/hate relationship with our trainer.

When it was all over, I wasn’t sure what I learned.  I mean after being in the marketing and advertising since I was 26, let’s say 2 decades due to time away pursuing other career interests, there isn’t much I haven’t learned, heard, or taught.

Most of this training is a refresher.  A reminder.  Perhaps a new structure of organization of the same basic principles, but rarely something brand new.  But the following week, I realized the benefit I got from those couple of days and started putting those lessons back into daily practice.

So what is the Most Important Question that you and I need to ask?

It could be asking them about money and budgets.  It could be about who makes the decisions. These were a couple that we discovered during the exercise.

But the most important question is one that you should ask every time.  You should ask it after you have asked many of the other must ask questions:

What else should I know that we haven’t talked about yet?

You can adapt this to any selling Q & A, with one condition.  Make sure you keep it open ended.  You don’t want a yes or no answer.  You want to discover what is really important and this question can open that door.

Earning the Order – Part 3 from Randy Clark

Earning the Order – Part 3 from Randy Clark

by | Mar 29, 2012 | ScLoHo's Collective Wisdom

My friend Randy wrote a guest post that appeared on one of my old websites over a year ago.  This week, I’ve divided it into 4 parts to share again.

Let’s continue.

Randy Clark of TKO Graphics:

How to look and sound confident (even if you are afraid!)

Posture

Sit or stand straight, do not slouch. Face the customer, smile, and maintain eye contact.

When the customer is talking try clasping your hands.

Apparel

Present a neat, clean, professional, appearance geared to the client. If you can set yourself above your competition do it.

Tools

Keep in mind more people retain what they see rather than what they hear. Set up a prez on your laptop or mobile. Post a video on you tube. Use brochures, company books, samples, testimonials, photos etc.

(Friday we wrap this up with more wisdom from Randy on what to share)

Earning the Order – Part 3 from Randy Clark

Earning the Order – Part 2 from Randy Clark

by | Mar 28, 2012 | ScLoHo's Collective Wisdom

Continuing our guest post from yesterday…

Randy Clark of TKO Graphics:

….

Most decision makers will say no several times before they say yes…to somebody, yet most consultants only ask once or never ask for the order. Here’s why:

  • You don’t want to be pushy – so you wait for them to contact you.
  • The customer is you friend – they will let you know what they need.
  • You don’t like it when you’re asked for the order – everyone must think like you.
  • You are afraid of rejection – you are the only one.
  • You don’t know how to ask – let’s talk about how to ask.

Have you ever had a customer, you considered a friend, place an order with someone else without consulting you? How’d that wait for them, don’t ask strategy work?

How to ask

You can only ask when you have earned the right to ask.

Here are a few simple ways to ask.

  • How’s that sound?
  • If I could do _______may I earn your business?
  • I build relationships with customers; may we start our relationship with this order?
  • “Let me prove to you who we are! Let’s start small with _______.

 

(Now it’s not always easy to do this, and Randy shares more tips tomorrow.)