I don’t like the phrase “thank you for your time.” It’s a poor ending to a sales call. If we did our job and brought important insight or value to the buyer at the meeting, a simple “thank you” is more appropriate.
Archive for August, 2007
Try to eliminate the phrase “we think” or “I think” from your sales pitch. The buyer knows you are biased and will respect third-party proof or data much more than your opinion in this context.
Slamming the competition demeans your entire industry and makes you look smaller, personally, in the process. When asked, try to be neutral to positive … no need to go overboard.
Don’t be afraid of showing some emotion when selling. It’s good for the buyer to know how passionately you believe in your product or service, personally.
Close “something” at every sales call, even if it is just asking permission to send follow-up material. It is important that the buyer gets used to saying yes and that you get a chance to follow through and establish trust.
E-mails are great, but there is something special about a handwritten card in a nice envelope. The visceral experience of receiving, opening and touching the message, particularly a thank-you note, is extraordinary.
The most important thing a sales manager can do for his or her sales force is give them more time to sell (less paperwork, meetings, administration).
Get in the habit of making one (1) more sales call at the very end of each day. Excluding weekends, that’s 261 more calls per year — a sure bet to increase production.
If you have a conference room to which you invite prospects to engage, pay careful attention to the lighting. Lighting has a huge impact on mood, not to mention how attractive we look as salespeople.
Always have a rheostat in the conference room and, when in doubt, hire a lighting consultant to advise you on your best options … the investment will easily pay for itself.
A male-and-female sales team is unbeatable. It covers all the possible biases among buyers.