Many people believe that to be an effective sales professional, you should be an extrovert. The truth is that introverts hold a distinct advantage over extroverts to create long-term sales partnerships.
Update your Testimonials!
"When you say something about yourself it's bragging. When other people say it about you -- it's proof!" (Jeffrey Gitomer)
How good are you at collecting testimonials from your happy customers?
Great? Then well done, keep it up!
You're in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don't do anything with them once they've got them.
Here are some 'off the top of my head' thoughts when it comes to testimonials.
Ten Testimonial Tips...
How resilient are you?
Reading a recent newspaper article by Adrian Furnham, professor of psychology at University College London, reminded me of just how importance resilience is when it comes to achieving success.
In fact I would go as far as to say that you would struggle to succeed in anything without resilience.
Did you know that, without meaning to, you're turning away up to 40% of your potential customers?
Let me explain. In a nutshell, when choosing products or services, your customers will be motivated by one of two things; pleasure or pain. Never is the pain and pleasure principle more apparent than in the selling arena...
When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet".
Maybe it's the same if you don't reach your sales targets?
Whether your job is selling, or managing those that do sell, or a combination of the two, there's a fair chance you're working long hours. Maybe too long?Are you spending long hours on motorways way after 7pm driving to and from meetings? Are you burning the midnight oil draped over a laptop with a strong coffee trying to get everything done? Maybe both?
Listening is a vital skill that is often neglected and yet is crucial to your sales success.
Be aware of the five stages of effective listening and get into the habit of recognising and practising these stages;