“The Sales Moment; Issue #40

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Most people will admit that life can become hectic if you allow it. It can sneak up on you. One moment you are making a new resolution to control your time and make quality deposits in the most important areas of your life. Then you find your self overwhelmed and overbooked and wondering how it happened!

This is not a rant on how to stay organized or how to prioritize. We can talk about that later.

I want to know, are you are living in the moment? When you are having a conversation with your spouse, children, customers or anyone, are you fully present?

One of the many issues that come with a busy schedule are  the distractions. If I am not careful, I will let my mind wander to something on my “to do” list. This prevents me from giving the other person my full attention.

You may think you are good at faking it, but you’re not. The other person can tell and it can damage your relationship. Frankly, it appears you don’t care.

One of the principles Dale Carnegie taught in “How to Win Friends and Influence People” is that if you want people to like you, you have to become genuinely interested in them.

When you are sitting across from your customer, a new prospect or your family give them your full attention. Turn off  the TV and have dinner as a family. Put your computer away during a family movie. They deserve “all” of you.

That is why I going to stop writing and watch the Titans game with my wife.

In basketball—as in life—true joy comes from being fully present in each and every moment, not just when things are going your way.

~Phil Jackson, Sacred Hoops

Have a great week!

Pierce

“Sales Moment; Issue #36″

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Having these two practices in your toolbox can be very powerful. They can literally separate you and give you an edge over your competition.

I am not sure why we don’t want to admit ignorance about something we don’t know. Or give a customer the real delivery time that is two weeks longer than the one they requested. I guess it comes from our desire to please people and have them think we know all the answers. Maybe we are afraid if we can’t give them what they request, they will not buy from us.

I say it is worse to promise unreasonable expectations than to risk losing the sale. Promising and not delivering may work sometimes but eventually it will catch up with you and your customers will grow weary of the stress. They will find it much easier to give your competition a chance.

On several occasions I have been in a position where my product would not serve the customer’s best interest. You will be amazed at how receptive your customer will become when you tell them your product or service may not work in their situation.

This confidence comes from the knowledge you have of your product or service. Do you know how to apply it? Can you help this person avoid pitfalls and setbacks because of your experience?

I recently advised a contractor of several concerns I had about a building project he was undertaking. I told him I would walk away from the project rather than provide the wrong material and cause him and the new occupant the pain of correcting these mistakes after the building was complete. It took several months longer to close the deal but my customer knew I had his best interest at heart.

You need to be the expert. Guide them and protect them from unforeseen obstacles. But for heaven’s sake, if you don’t know, say I don’t know! But, I will find out and get back to you. Your customer will respect you and more importantly, they will know they can trust you.

Have a great week!

Pierce