Sales tip of the week - The guy next door

So you just stepped out of an appointment with either a client, or a prospective client and there is another business or 2 in the building, or strip center.  You could leave or you could maximize your time by seeing “the guy next door”.  How do randomly walk into a business you only know exists because it is next door or near one you just left?  Simple.  Walk in and say something to the effect of “I was just over at X and noticed your business, what type of business do you do?”  Now if it says “Joe’s plumbing” then don’t ask what they do, but ask what they specialize in, business or residential.  This very simple technique works to get you in the door and passed the “why are you here” section.  You can then start with some of the easy follow up questions such as “are you the owner” or “how long have you been here/ in business?”  Now you are in to door.   At this point it is up to you based on the way the conversation is going and how well you are connecting with the person in front of you.  Sometimes this will turn in to a great bit of small talk as you find something in common, could turn into an opportunity right away, or might just be someone you can say you stopped in on and there was not an opportunity at that time.

The ‘guy next door” might be your next account.  Try this out after you next appointment.

Selling tip of the day - inertia

Today is all about inertia.  You remember your HS physics right?  Inertia is somethings desire to stay where it is unless acted upon.  You need to overcome inertia today.  Its Monday and you might settle into the old routine you're used to, but how has that worked for you?  if you're doing well, then, by all means, keep it up.  if you are looking to make a change, then the week starts now and so does the change.

Great selling starts with becoming a great seller.

Great Sellers tip of the day - joint call

I highly recommend setting up a day/week where you both go on a sales call with a successful sales person and then have them go on one with you.  The experience, no matter how much experience you have, is a positive one for both of you.  Besides gaining a little morale boost from the trust you will share for the sales calls, you will also probably pick up something you can use.  It might be something to do, or might be something not to do, but either way you will learn.  In addition to learning you can hopefully help the other person learn something too.  Do a post sale cool down with the other person after each call.  I suggest the person who setup the appointment do a self assessment first and then have the tag-along respond.

What doesnt kill you only makes you a stronger sales person and that makes for great selling.