Sales Tips For the New YearJanuary 3, 2014 By Bob Janet
By the time the New Year rolls around, we all need a little refresher course on best practices, new tips on how to improve and old job and any pieces of advice that can give us an edge on the competition. Here are a few pointers from sales expert and long-time Dealerscope column Bob Janet, president of Sales Growth Now, who can be reached at Bob@BobJanet.com or 239-283-3870. You can also visit his web site at www.BobJanet.com.
- Using referrals is the easiest way to gain new customers. People like to buy where others have been successful. Here are three major steps to gain referrals:
- Make sure they know your telephone number!
Whenever you leave your telephone number, always say it very slowly at least two times. You will get more callbacks.
- Tell your customers all you do for them. If you do not tell them they will never know. And even if your competition does some of the same things, you will be the one the customer sees as adding value to their purchases.
- Out-market and out-sell your competition by doing things they can’t or will not do. Here are a few ways of doing it:
1. Build better relationships with the customers
2. Increase your service levels
3. Stay in touch with customers more often
- Shop your competition. Discover what they are doing well to gain and retain customers and do it better and more aggressively.
- Call your own business and act like a customer looking to buy a limited amount of products or services. If you do not get treated like a millionaire who is ready to spend a ton of money, if they do not fall all over you, you may want to train your staff in becoming 100 percent customer-centered.
- Use testimonials to tell prospects about yourself. Third party endorsements are believable and people love to buy where others have found satisfaction.Top sales producers use testimonials to attract prospects, advance the sale and close the sale.