This short but powerful video introduces a fantastic tool for assisting traditional businesses in getting more sales and more profits from existing clients and prospects. The form used can be downloaded here: Product and service matrix for increased sales growth
Here is my very first video book review. I hope you enjoy it. For the traditionalists the typed word review follows after:
The authors do a great job of setting the tone of the book with real life examples of sales people who have experienced massive increases in performance by controlling their ability to prospect by overcoming sales call reluctance either face to face or on the telephone.
They also make a great point of extending the scope of the book to get the reader to consider self promotion, or rather the lack of it as a type of call reluctance. In today’s business climate, they argue, it is the self promoters that will get the recognition and reward in sales and any other profession.
Self Promoters share three main common behaviours:
Sales in a recession - selling in a recession - surviving a recession
There is no hiding it. We are in the middle of a tough time for the UK economy. Consumers and Businesses are cutting back due to the credit crunch and uncertainty within the UK Economy.
One of the ways that we help businesses with our sales consulting is to show them ways to structure their sales process so that they can not only survive the recession but flourish through it.
I was reminded of a simple way to make more sales and develop a long term relationship with prospective clients via an email I received a few days ago from Virgin Wines.
They have me on an email list from a few months ago when I purchased a one off set of wine as a present. I declined the subsequent offer of joining their wine club and I have to say I am glad I did as the follow up emails I have received from them are great examples of relationship marketing.
A resource that I keep near my desk to help me find just the right words for my sales letters and emails is ‘Words That Sell’ - By Richard Bayan.
One of the areas that I think we all make the most mistakes is what Richard calls ‘”Puffspeak”. That is - inflated words and phrases that have made their way into our every day language without real need.
Check to see if you use these in your sales letters and copywriting:
Puffspeak and The Translation
At this point in time = Now
conceptualize = think
cost-effective = profitable or money saving
counterproductive = futile
effectuate = bring about
ramifications = consequences
state-of-the-art = latest
transpired = happened
My wife, was looking recently for a new gate for our house and had decided on the exact style that she wanted. Jo had seen a set of gates that she liked on a house and had taken some photos so that we could get quotes.
Jo went about scouring the local suppliers and the Internet and came across three blacksmiths/gate manufacturers who seemed to be capable of making the gates. We exchanged a few emails with our potential suppliers as well as pictures of how we wanted the gates to look.
Supplier 1: They came back with a price of around £1,200
Supplier 2: They came back with a price of £650
Supplier 3: Called us on the phone, arranged to come and visit the house to find out what exactly we needed and then quoted £300.
