Always Ask For The Sale
Each and every day I encounter a sales person making a pitch for business and I wonder why they never got any training. To many managers simply hire a person off the street who has a good smile and says go get em’. Then they teach the person on their products and push them out the door. Ugg… what a waste. This is one of the biggest mistakes made with new salespeople. They are not reminded or taught how to sell!
Last week, I called the local Cable TV company to ask how to find a program that was advertised on their website for which I mentioned I wanted to watch; the customer service rep said I had to pay extra for the channel, guess what he said next? You can have it if you want to pay extra, well do ya? All I could think in my mind was; Seriously!! He said that? I wanted to say No, then it hit me. He did ask for the sale, maybe not in the most polite way…but he did ask?
McDonalds restaurants used to do it best when they would say..”Do you want fries with that?” Laugh all you want but they increased their French Fry sales by 200% by saying that!
Upsell When You Can
This morning I stopped into a Starbucks for coffee, I mentioned to the clerk I wanted a Mocha Frappuccino but not sure what size…..so she grabbed the smallest cup and said “is this ok?” Uggg… the barista behind her saw my face and saved the day by saying he looks like a Grande kind of guy… and with a grin on his face; I felt so uplifted that I ordered the more expensive monster coffee. Often we are set up by our prospects that they want to buy but 90% of us forget to ask for the sale or the upsale. The number one rule in selling is to ask for the sale! And upsell when you can!
When shopping or talking on the phone I love to set up the telephone rep to challenge their motivation and skills. And I can be such a sucker when the right person gives me the pitch.
Make A Statement
When I was 16 years old I worked in a restaurant. Like most young kids, learning the reasoning for stocking prepared items before the busy peak time was difficult to comprehend. Once you work through a peak without being prepared you learn in a hurry the value of planning. The owner would always remind us… Proper Prior Planning Prevents Poor Performance! Try saying that 5 times fast! But think of it….what a true statement. I have carried that through my entire life.
I was working with a newbie and we were calling on schools. Everything was done by making the pitch and getting a contract for services. We made a cold call and the buyer was so ready to buy before either of us had even given the pitch yet, she was just that mad at the competition. Guess what? Neither I nor the new salesperson had brought a contract into the meeting…..uggg. I quickly sent the rep to the car to get one while I started in taking the order. Whew, what a close call but we left with an order. I forgot the 6 P’s before we got out of the car; Proper Prior Planning Prevents Poor Performance.
Often when working with new people they almost never practice what they are going to say for an opening statement, or for a close. Was I the only one to stand in front of a mirror and practice? My son would say so but guess what? By doing so I was salesman of the year six years in a row. When I do training sessions I give all the reps a handheld mirror and make them practice, then we do role playing to sell a certain product or service.
My whole point is folks, Proper Prior Planning Prevents a Poor Performance.
Plan for who you are going to call on.
Practice in the mirror what you are going to say. Look at your facial expressions and think positive.
And always ask for the sale!