Mike Marchev’s wit and wisdom will be filling in for Richard’s 365 Column this week – enjoy!
The following phrase is used in a number of different areas of our lives, and sales is no exception: STICK TO THE BASICS.
With much of the thanks going to our fast-paced, over communicated, internet influenced world, we all have a tendency to try the latest trend or introduce the newest technological advancement to our day-to-day activities.
In sales, this can prove fatal.
I want you to stick to the basics; dance with who “brung-ya”; focus on the little things; do what has always worked; walk before you run. You get the idea,
Why?
Because one of your objectives is to capture the attention of your targeted audience, and one of the more effective ways to accomplish this formidable task is by surprising them with some good, old fashion courtesy. This is called, pulling a fast one, by keeping it simple. Because simplicity is so rare these days, I guarantee you that if you hit them with the fundamentals, they will take notice and appreciate you for the courtesy.
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What kind of courtesy?
- You can start by answering the phone like you are actually glad somebody found the time to call you. (Just the other day a client of mine shared a story with me that clearly related to simply answering the phone. He told me the prospect’s reasoning for giving him the business was simply because he was the only travel agent contacted who actually “answered the phone” with enthusiasm.)
- You can stop talking long enough after asking a meaningful question to actually listen and internalize the reply. (I received just last week the results from a survey that clearly indicated that the salesperson who “listened” earned the business 8 out of ten times.)
- You can salt a few “pleases” and “thank-yous” into your conversation. (Common courtesy captures people’s attention these days. This is sad, but true.)
- You can come to greet people heading your way, and make an effort to walk them to the door when they are preparing to leave. (People like to feel that they are important. Make them fee important and you are more than half way home.)
- You can forget you ever owned a cell phone when in the company of others. (Multitasking impresses nobody. The old Chinese saying reminds us that “He who chases two rabbits, catches none.”
These five suggestions ought to get you thinking in the right direction. I’m sure you will come up with quite a few of your own.
And to cement this “little thing” idea into your brain, I want you to remember that there is not a woman alive today who doesn’t recognize the courtesy of a gentleman opening her car door for her, or attempting to help her rearrange her chair when sitting down.
It just doesn’t get any simpler than this … and people will notice … and people will place a favorable check mark next to your name.
Focus on the little things. Little things work.
Mike Marchev , MBA, CTC, is an internationally recognized motivational speaker and author of the book Become the Exception. Contact Mike at mikem@marchev.net .