Sales tip of the week: Sales Prospecting Technique – Generate Sales Leads With The OXO Routine

Here’s an interesting article we found on a sales prospecting technique…  If you applied this simple technique, simple math would convince you it may be worth adding to your routine.

Conservatively let’s say you have 3 sales appointments in a day.  Adding two new prospects on either side of your appointments would yield 6 new prospects a day. 

Times that by five days a week = 30 new prospects a week. 

Times that by 4 work weeks in a month = 120 possible new prospects a month…

Equaling a staggering 1,440 NEW PROSPECTS a year!

Read for yourself…

Sales prospecting techniques that generate sales leads should be effective and easy to incorporate into your daily routine. The OXO routine is a tried and tested lead generator that most sales people can add to their daily actions.

This technique works best for sales people who sell a product or service which is targeted at a wide range of B2B prospects. The OXO routine is most effective when you have a good number of potential prospects close to each other. For example: When you are visiting an industrial estate or business park and what you sell could be bought by many of the businesses in the area.

We call this sales prospecting technique the OXO routine because the X is the customer you have a sales appointment with and the O’s are the prospects either side of your arranged meeting. When you have completed your sales appointment you call on the two closest prospects either side. The idea is that you make the best use of your time by prospecting close to where you are. They may not be right next door to the business you are visiting, but they should be close enough to walk to or drive there in a matter of minutes.

This prospecting technique will give you many benefits as well as making good use of your selling time. It gets you into a routine of cold calling after every appointment. That means you no longer put off prospecting until the end of the week or until you really need to do it because you have run out of leads. Setting yourself the action of doing the OXO routine after every sales visit will quickly build into a habit.

Use it after every sales appointment whether you make a great sale, or come up against a really difficult prospect and come out feeling down and rejected. After a positive meeting where you have made a sale you will be on a buzzing motivational high. What a great state to be in as you cold-call the businesses either side of your new customer. You may even want to use the fact that you have a new local customer in your introduction pitch to your potential customers.

When your sales appointment hasn’t gone so well you should still OXO the neighbours. You, like me, are only human. We feel the effects of an appointment where we don’t close the sale. As you come out of a bad appointment force yourself to do the OXO. Shake off any negative feelings or self-doubt, and head for the nearest potential customers either side of where you are. Generating sales leads in this way will get you back into a positive selling state and focus your mind on achieving your targets.

Adding the OXO sales prospecting technique to your daily routine will help you to constantly bring in sales leads and keep your prospect bank topped up. It cuts down the time you have to dedicate to collecting leads and makes your time management far more effective.

The OXO routine is just one of many sales prospecting techniques that could help you to generate sales leads. You can find a whole website section packed with more ways for you to find potential customers at http://www.sales-training-sales-tips.com/prospecting-tips.html

For more free sales training on all aspects of selling visit me, Stephen Craine, at my website http://www.sales-training-sales-tips.com

Article Source: http://EzineArticles.com/?expert=Stephen_Craine

Full article link; http://ezinearticles.com/?Sales-Prospecting-Technique—Generate-Sales-Leads-With-The-OXO-Routine&id=5093496

GoMax tip of the week: Account Rounding #4

There have been many studies done over the years showing that the more products or services you have with a client, the more likely you are to retain them. The banks have been very successful at this for many years.

In this issue we will focus on a very easy product to sell that bridge very well with a mortgage application.  Insurance; which can include life, auto, and home insurance.  Regardless if you are licensed to sell any of these products, just the fact that you are the person taking care of your clients needs can make all the difference.  ‘No’ you may not make a penny setting up the client’s car insurance, but wouldn’t you appreciate it if someone made the process easier for you?

Just think how impressed a client would be if you touched base to remind them (GoMax automated reminder) about their car insurance renewing in 30 days and would they like to hear from your favorite insurance company to update their details.  Or even have the insurance person there with you making calls and handling everything on the spot?

This kind of service is not what clients have been used to receiving and will lead to referrals and growth in your business.  All you have to do is ask a couple of extra questions like, “Who takes care of your home insurance currently?”, or “Would you like me to send the property details over to ABC insurance to arrange a quote for you?”

Life insurance is another easy cross sell and something you should feel good about doing.  Not all group insurance products can you say that about, but there are some good ones that have 90 plus percent payout records on claims.

Selling Tip

Selling Life and Disability Insurance – This puts it all in perspective…

Ask, How much is your car worth?

$25,000?

and how much do you pay to insure it a year?

$1,200?

The next question puts it all in perspective. 

How much do you make a year? 

That amount is likely much higher than the value of your car, yet you don’t want to spend $50 to $100 per month to insure that in the case you become ill or die and leave your family without that income?

Some disturbing stats, 1 in 2 men and 1 in 3 women are predicted to develop heart disease in their life time.  1 in 2.4 men and 1 in 2.7 women living in Canada will develop cancer.

Using your GoMax CRM to remind you about follow-up opportunities to deliver MVP Concierge Service has never been easier.  GoMax will create raving fans that can’t wait to tell their friends about you.  Don’t delay, call today!

Compliments of:

The Content Team
GoMax Solutions Inc
Tel: 250-869-3975
Web: www.gomaxsolutions.com
Email: sales@gomaxsolutions.com

Can GoMax make you money?
Try the Income calculator

Stay informed about platform updates and weekly articles by joining us on Facebook and Twitter.

Sales tip of the week: How to Push Prospects ‘Off the Fence’ BY Mark Stevens

“Once you know your clients’ fear factors, you can find ways around them.”

We’ve all heard it a thousand times: “I like what you’re proposing, but I need a week to think it over.”

And then the week turns into a month. And an army of advisors come on the scene. Accountants, lawyers, spouses, employees — suddenly the would-be decision-maker can’t make a move until a town hall is convened, a vote is held and the count is certified.

And all the while, you know the deal is going south. Those prospects are engaged in a delaying tactic, sitting squarely on the fence. Your challenge is to push them off. And I do mean “push,” because the conventional approaches of coaxing, begging, pleading and cajoling don’t work. In fact, they have the inverse effect. As you look weaker and more desperate, prospects become that much more determined to nail themselves to the fence.

“OK,” you ask, “how do I accomplish this push without being overly aggressive?”

Well, you need to start by understanding that the prospect is refusing to make a decision because of one primary reason: fear. Your goal is to identify the fear, and then dismantle it.

The following are the top five fear factors and how to remove them as obstacles to your sale:

1. I’m spending money that I think I’m better off saving.Response: You won’t ever make money by saving it. I know you may be concerned about making a purchase at this time, but this isn’t a purchase; it’s an investment. If you believe it’s a quality product or service, as you say you do, there’s no reason not to invest now and reap the rewards going forward. Good investments start to pay dividends immediately. Why should you wait to start collecting returns?
2. There are far more attractive pricing options on the internet; I’d be overpaying if I accepted your terms.Response: It’s true that you get what you pay for. The online vendor you’re contemplating likely has no direct service support, no history with you and your brands, you’ve never heard of them or they are not as well regarded as we are. Saving pennies now to give back dollars later never makes sense. By thinking this over endlessly, you’re failing to put the asset you need or want into place. That means you’re denying yourself personally by failing to arm your business with a competitive weapon, and you’re acting as your own worst enemy.
3. My whole team is not onboard with the purchase. The final decision is mine, of course, but I want it to be a consensus.Response: Consensus is just another word for a committee. You’re right, you are the leader. The best way for leaders to lead is to take action while others are paralyzed. I assure you, given the superiority of this product, once it’s in place your team will appreciate your wisdom and foresight. In fact, I’m going to ask a fellow manager who purchased this from me to contact you and share his experience to date. He too faced resistance internally — some people always say “no” — but he forged ahead and now the decision is widely viewed as a game-changer.
4. What if a new model comes out shortly that makes this version obsolete or second best?
   Response: I give you my word that we don’t have any new models ready for market any time soon, nor do our competitors. What’s more, when we do get ready to release a new version, you’ll be among the first to know, and I will work with my company to offer you an attractive upgrade opportunity, if you so desire. You’ll get the best of both worlds: our current state-of-the-art offering and a great trade-in deal as soon as a new version is available. There’s no reason not to act now. You’re protected.
5. This economy is so shaky; it doesn’t seem to make sense to do anything until we have a clearer picture of the macroeconomics.Response: One of the worst things you can do is allow macroeconomics to dictate how you do business. The world, the economy, is not going to collapse. It may stay weak for longer than we’d both like, but when the pie shrinks, the winners move proactively to claim a bigger piece of it. Those who sit in bunkers waiting for the dust to settle always fall behind those who took immediate action. (If the delayed purchase is for fun or personal use, remind the prospect that he can give in to fear or enjoy life and buy what he loves. Point out that he’s not being reckless in any way. The proposed investment is well within his means.)

Led by the rules of traditional selling, the tendency is to try to entice fence-sitters with sales, deals, special offers, etc., but I say no to that. Find the fear, and demonstrate through a firm rebuttal that the object of concern is really a paper tiger.

Great salespeople don’t try to charm fence-sitters into action. They make it uncomfortable for them to keep stalling by forcing them to confront their fears.

Mark Stevens is the CEO of MSCO, a management and marketing firm based in New York, and the author of Your Marketing Sucks and God Is a Salesman. He’s a regular media commentator on business matters including marketing, management and sales. He’s also the author of the marketing blog, Unconventional Thinking.

Article courtesy of www.Entrepreneur.com – Full article link: http://www.entrepreneur.com/article/217491

GoMax tip of the week: Account Rounding #3

Some of the best referral sources I have ever had as a mortgage agent came out of relationships I built helping clients build or re-build their credit. The level of appreciation and desire for them to give back through referrals was different from that of most of my “A” clients. To build these relationships, I stayed inTouch every month using my GoMax Action Plans. The Action plans reminded me to touch base and make sure they had made all of their payments on time, were sticking to their budget and shared with the client’s helpful tips about building a strong financial plan. I wish when I was brokering that we had a product like Lendit, because this is the perfect tool to use to help people establish good credit, while learning to save. Team this Lendit product up with your GoMax CRM and you have a real home run! Take a look at the links below and I’m sure you can think of a client or two who could benefit from this kind of credit building tool. The best part is you even make some money, as a GoMax subscriber you are paid $50 for ever funded referral. All you have to do is complete the very short application on your GoMax system and the Lendit experts take care of the rest. Check out the Client Services tab in one of your client files to see the application. Earn more and help your credit challenged clients get on the path to home ownership. Deliver more than what your clients expect, go beyond and deliver things they don’t expect!

The Lendit Financial Solution:

Lendit GIC Investment Loans A secure, financially responsible way to build credit Credit building programs to suit any budget or financial goal Educational resources to help clients stay on track So you can… Refinance your poor credit client sooner Increase your funded volume Increase client retention – gain a client for life!

Helpful Lendit Links and Tips: (click on the below link to download your copy) Lendit Presentation PPT What is a Credit Rating

Credit Building FAQ Rebuild Your Credit

Compliments of:

The Content Team
GoMax Solutions Inc
Tel: 250-869-3975
Web: www.gomaxsolutions.com
Email: sales@gomaxsolutions.com

Can GoMax make you money?
Try the Income calculator

Stay informed about platform updates and weekly articles by joining us on Facebook and Twitter.

GoMax tip of the week: Account Rounding #2

There are many services we can deliver, but the most important are the ones our clients don’t expect.  Having a referral network of skilled professionals that share your passion for MVP Concierge Service and a GoMax CRM are crucial. You may consider many tasks involved in your client’s mortgage process to be simple, boring, or even below you.  It’s usually these tasks that make all the difference to your client.  The less they have to think about and search out, the more valuable you are to them.

I recently had an experience that is a great example of what we mean by MVP Concierge Service.  I arrived at a Resort and walked up to the concierge desk and asked the gentleman if he could recommend a good spot to eat?  He then very politely and with a great sense of humor asked me a number of questions.  Who would I be dinning with, was this a special occasion….?  He took the time to find out what was really important to me and more importantly my wife.  He could have just recommended a restaurant and been done, but he took an interest in our vacation.

By the end of our conversation we had a dinner reservation along with directions and food recommendations.  It was walking distance, so he recommended a route for the trip home as there was a great jazz bar along the way.  He also arranged an out trip from the resort a few days later with incredible little details that made the day one of the many highlights of our trip.  The last night of our stay he arranged a private dinner for us on the beach with a candle lit path, white linen, flowers and a violinist… amazing!  The thing that impressed me the most was he remembered my wife’s favorite flower and wine, both of which awaited us, without me saying a word.  It took me years of marriage to learn those things?  True, MVP Concierge Service, and very profitable as my wife made me tip him huge, worth every penny!

It’s not about delivering what your clients expect, it’s about delivering what they didn’t expect.

Using your GoMax CRM to deliver MVP Concierge Service has never been easier and will create raving fans that can’t wait to tell their friends about you!

Don’t delay, call today.

Compliments of:

The Content Team
GoMax Solutions Inc
Tel: 250-869-3975
Web: www.gomaxsolutions.com
Email: sales@gomaxsolutions.com

Can GoMax make you money?
Try the Income calculator

Stay informed about platform updates and weekly articles by joining us on Facebook and Twitter.

Sales tip of the week: “Personal Branding Sells”

Leverage yourself for more income and more sales

It is far easier to sell a branded product. When you are the underdog, you have to compete that much harder to win against a strong brand. The typical sales tactics are to discount and to pile on value-add services. Either way, the cost of the sale is higher for an unbranded product. The same is true for people. Sales people that are well known in their industry with a strong reputation and referral network are a force to be reckoned with. Why? They have a brand.

Personal branding is a must for any professional sales person. Without one, you severely reduce the long-term value of your career. It won’t matter if you have been in sales for two, ten or thirty years. Without a brand, the value you bring to business is largely based on how hard you work and what you produced in the last sixty days.

Sales people have a real competitive advantage in personal branding. One, we are trained how to position and package our solutions to best fit the needs of a market. Two, we are experts in presenting the core values of our products and services to get people excited about them. And three, we are promoters. We build awareness for our products and services, and help our clients choose our solutions. Essentially, we sell.

Use your sales toolkit to build your brand. The first step is to package yourself. Try your brand on for size. Say to yourself, “I am not just a sales person for a company. I am [insert statement here].” Did you pause to define yourself? Does your definition excite you? Do you stand out? If you are not happy with your answers then it is time to go to the drawing board. Michael Goldhaber wrote in Wired Magazine, “If there is nothing very special about your work, no matter how hard you apply yourself, you won’t get noticed and that increasingly means you won’t get paid as much, either.”

Packaging yourself is the most difficult part of personal branding. Why? Because you have to say, “No.” You can’t be all things to all people, which means you are going to have to make choices and some of them will be hard. Go back to the core questions. What do you want to be known for? What is unique about you? What value do you bring to your customers? Use these questions to stimulate ideas and come up with a brand statement that describes who you are and how you will contribute value in business. When you can define your value proposition you can also define how you will get paid.

Once you know how you create value, you can move onto the fun stuff: promotion. Getting known is the reason to brand yourself. Wouldn’t you love your prospects to call you, because they heard you were great? That sure beats cold calling. Since personal branding plays on your strengths, use your natural talents to promote yourself. If you are a great networker – network. If you are a great writer – write. If you are a great presenter – get speaking gigs.

Marketers like Seth Godin and Guy Kawasaki have propelled their brands to great heights through their blogs. They have combined their writing skills with the ease of publishing a blog to build huge audiences. Beyond blogs, the web is full of great promotion tools. You can take your networking skills to LinkedIn or Facebook. You could even take your presentation skills and create a podcast or series of YouTube clips. If you aren’t into the internet, get belly-to-belly with your audience. Attend networking events and other social events to let people know you are out there. It is really exciting to think of all of the options you have to promote your brand.

It doesn’t matter which promotion tool you use, as long as it is consistent. The value of promotion is through repeat exposures. When your prospects see your name over-and-over again you begin to gain top of mind awareness. That means when they are ready to shop for a product or service that you represent, you will be their first call. A sales rep with first call advantage is very powerful.

Personal branding is not a one shot deal. You will continue to refine and evolve your brand over time. Yet if you take the time to build your brand conscientiously it will be a powerful asset in your career. It will draw customers to you, making prospecting easier. It will draw employers to you, making job searches easier. It will draw internal advocates to you, helping you get the big promotions. The ultimate benefit of personal branding is income. When your career begins to move more freely you will have that many more opportunities to earn a substantial income.

Article written by Jeremy Miller, Courtesy of www.salesopedia.com

Full article link here; http://www.salesopedia.com/marketing-marketing/1495-personal-branding-sells

About GoMax Training…

Training sessions are available to our members and their assistants with no pre-registration or fees, offered at a first come first serve basis. (15 person daily maximum)  To view our weekly webinars, simply visit our Facebook page; www.facebook.com/gomaxsolutions  and view the “Events”.  Click the webinar you are interested in and follow detailed instructions on how to join. We offer 5 rotated webinars weekly and a 6th one by request only (referenced below).  Typically webinars are scheduled for 10am (PST – Vancouver time zone) daily and generally last an hour.  This is a LIVE course where our GoMax team member Robyn can assist you with any questions you have with regards to the specific modules.  If you need a little help to fully understand a function or feature in your GoMax CRM – We recommend you take advantage of this added member service provided to help you maximize the many benefits of your GoMax CRM.  You can attend these sessions more than once, a great refresher to your GoMax mind!

1. GoMax Module 1 – Getting Started
   Where it all begins… The focus of this webinar will be on the CRM Dashboard and platform navigation. It will also touch on setting up your profile and settings.  Also number of features including support tickets and knowledgebase, how to export data from GoMax, data dumps from Filogix and/or Outlook into GoMax. Finally a bit of time will be spent on setting up new categories, add clients manually and an introduction to your News and Rate Advisor. A great point of entry webinar!
2. GoMax Module 2 – The Client Profile, Calendar, Tasks, Email Tags and Reports
   During this webinar we will be taking a close look at your client’s profile screen, tab by tab explaining the benefits and features.  We will also discuss tagging and storing documents to the contacts profile page.  We will have an in-depth look at several modules and features including; email tagging, calendar, tasks and reports modules.  Calendar system will keep your days, weeks & months on track, with reminders of your daily appointments. Within tasking, you will learn how to prioritize, categorize & associate your task to groups.  Status bar progression & deadline dates for completion. Upcoming tasks are displayed on your Dashboard, we will remind you with a daily message with task & calendar entries. New email tagging system, gives you the ability to forward emails into your CRM. (Calendar system can be sync’d to your mobile device, check settings, under tools on your CRM)
3. GoMax Module 3 – The Mortgage File and Deal Tracking
   Looking deep inside your mortgage deal will be a large area of focus. Navigating tab by tab to help you understand and manage your mortgage deal; Contacts & Conditions, securely managing DocMan’s (document manager), ability to send out PacMan’s (package manager), RevGen & funding details. Understanding benefits to file tags & document storage will help you stay connected to your file and keep all necessary documents pertaining to the file organized for each individual deal and the ability to tag documents to your file name.  Discussion will also concentrate on locating your online applications, how to manually add a new application and how to edit existing files.
4. GoMax Module 4 – inTouch CRM
   Keeping “inTouch” with clients leads not only to repeat business but referrals as well.  inTouch CRM is your marketing platform – Create and send merge documents to a list of recipients within “Projects”. Schedule a list of activities to perform for a contact starting on a specific date within “Actions Plans”. Create automated tasks based on specific mortgage deals, special occasions/holidays or birthdays within “Events”. Create, manage, merge and utilize templates within “Templates”. Share templates/action plans and utilize shared templates/plans within our “Share Center”. Mass mail out and label printing options from our “Mailing List”.  Within this webinar we will also be discussing the many benefits our latest significant enhancement the “Opportunities” module.
5. GoMax Module 5 – Custom Template Design
   This module provides insight on template design, creating new templates or branding pre-made templates.  Templates are integral to your marketing plan, whether you are sending out mortgage renewals in your action plan, sending a client a “Happy Birthday” wish, creating a project – Staying inTouch with your Contacts!  This module will explain how to personalize your templates, adding logos, broker photos and color branding.  In addition, we will also discuss the Share Center, this new feature was developed to allow brokers and agents to share email and print templates and action plans with each other.
6. Website Setup/General Help (This tutorial is available by request only, please email robyn@gomaxsolutions.com if you require help)    
   This Module is designed help you customize and build your website within our GoMax Solutions “Web Solution”. We will discuss the several features including our pre-designed website templates, the ability to add interest rates, mortgage calculators, social media widgets, upload company logo’s, broker photo’s and other graphic designs. Walking you through webpage editing and adding new webpage’s of your own.  Learn how to customize your website to suit your personal taste and business philosophy…

GoMax tip of the week: Account Rounding #1

Would it not be easier to sell your existing clients more products than going out and finding new clients?  Your existing clients know you and I’m sure luv you already.  So why not try to better serve those people before we spend all that time and energy developing new clients?

Just think about all the information you collect in a mortgage application?  Information like; clients age, marital status, number of dependents, assets and liabilities.  Yet the vast majority of agents only arrange a mortgage for the client and over 80% of the time they only deal with the client on the one transaction (banks renew about 80 to 90% of the mortgages they hold).

What would happen if we all asked a couple of extra questions like;

“Who have you got your life insurance with?”

“Do you have a will?”

“Are you happy with your investments?” (a big one these days)

“Have you arranged your home insurance yet?”

and lastly “Do you have someone to do that reno you wanted”?

These questions can open up conversations that can give you the opportunity to better serve your client, while generating more business for you and deepening your relationship.  Regardless if you sell the life insurance yourself or not, you can be the catalyst in getting it handled.

Now that you have drilled down into your client’s real needs and wants, you can start to drip valuable information to them through your GoMax CRM.  Articles that keep them informed and your name and mug shot front and center in their mind.  This kind of relationship cannot be built through news paper ads or magazine subscriptions; it’s all about building a relationship based on value.

Better utilizing or just getting started with your GoMax CRM has never been easier, so don’t delay and get started today.

We received some great feedback about this Account Rounding article. From this we decided to do a series of articles over the next few weeks focusing on this topic.

Account Rounding, is just listening to your clients and picking up cue’s or opportunities to deliver a wide range of services. We are often just focused on getting the mortgage done, rather than the bigger picture. It’s delivering true MVP Concierge Service that will have your clients turning into raving fans!

Keep the feedback coming, we appreciate hearing from you and learning what topics are of interest to you.

Compliments of:

The Content Team
GoMax Solutions Inc
Tel: 250-869-3975
Web: www.gomaxsolutions.com
Email: sales@gomaxsolutions.com

Can GoMax make you money?
Try the Income calculator

Stay informed about platform updates and weekly articles by joining us on Facebook and Twitter.

Sales tip of the week: “10 Tips To Explode Your Sales”

Every one of us in the selling profession is constantly looking for some way to better their salesmanship. We’re always open to suggestions, probably more than other professions, because our sales determine our income.

Although these tips seem simple, they are a combination of values that, properly planned and properly applied, will give you an advantage over your competition.

These are usually not taught to the new salesman and are often over-looked by a veteran salesman. Many people do them naturally, while others need to be reminded. Properly applied, they’ll make you more successful. Without action, they’re just words on paper…or your monitor.

If you want to stand out from the crowd, if you want to rise above the noise, if you want to be thought of as extraordinary, here are 10 simple tips that will take you to the top.

#1 – Do The Usual Things In An Unusual Way.

Any salesman can deliver a quote or sample. Make sure you do it differently than your competition. If they mail it, you need to have it delivered by a courier. When you lose an order, do it with “style and a smile “. When I lose one, I ask for the next one in advance.

My customers know by now I’m going to do this and sometimes have one waiting for me. It might be smaller than the one I wanted, but it’s sure better than nothing. And losing with class is one sure way to grow your stock in their eyes.

You don’t have or want to be extreme or offensive, just memorable, in a good way. The quality of being different is a sought after trait of successful salesmen and will pay enormous dividends.

#2 – Constantly Think About Ways To Help Your Customer.

A successful salesman never sells on intrinsic value alone. He adds a personal touch that is unique to him. He makes his product into a service, with his ideas being the extra feature that only comes from him and his company. Find new avenues for them to explore. Send them business. Talk them up at trade shows. Show them ways to make more money and spend less.

#3 – Keep In Constant Contact With The Customer.

Constant contact is essence of salesmanship. If the only time you contact your customer is when you ask for an order, you may as well not contact them. You won’t be welcome there for long. I call my customers with tips, leads, technical findings and suggestions on a regular basis and do so without asking for or referring to an order. Often, this leads to an order that I never saw coming. Don’t be a pest, be a member of their team.

#4 – Have An Uncommon Spirit Of Service.

Willingness to go above and beyond was instilled into me in the US Army. My years as a salesman have reinforced that ten-fold. Going to another town, 120 miles away, at night, on my time, to pick up a box of parts we left on a dock and delivering them to a jobsite a 2AM won me more orders than I could have ever gotten any other way. Whatever it is that you have to do, in your industry, to make your services more valuable than your competition, you need to do it.

#5 – Have Consideration For Coworkers.

You’re only as good as your team is. They’ll determine how far you go. The customer will only listen and forgive you so many times. Blaming it on your truck drivers, the shipping department, billing or manufacturing will only buy you a few buckets of forgiveness. After that, it’s all on you. Don’t make the mistake of thinking you can treat them poorly and get away with it. They have long memories and nothing is secret for long.

#6 – Treat Your Customers Employees With Respect.

Never treat your customer’s employees with less respect than you do them. You never know when they’ll have the ear of the person with purchasing power. Whether it’s a truck driver who comes to your dock, the receptionist, the accounts payable department, it doesn’t matter, they deserve your respect. I always imagine they know my grandmother and that they’ll tell her if I’m not as nice as I should be. In the past, I’ve gotten orders from having been nice to a customer’s truck driver, who broke down in our parking lot, as he pulled away from the dock. I let him use my cellphone to call his boss and his wife. I went to my house and got him some sandwiches and a drink and brought them back to him and then waited there for the tow truck to come get him.

#7 – Never Be Satisfied With Your Accomplishments.

No salesman who’s looking toward the future is ever satisfied with what he did today. He knows he’s one week of being a slacker away from being so far behind that he’ll never get back to the top. There are more people out there that you didn’t sell today than there are those that you did. I don’t even like for my boss to show me my sales numbers from month to month. I’m afraid it will cause me to ease off. Set realistic, attainable goals and if you reach them, reset them a tad higher and forget you already exceeded them.

#8 – Have a Large Capacity For Friendship.

The ability to make friends – and keep them – is one of the greatest assets a salesman can have. The majority of business sales come from friendships. Invariably, he with the most friends is the man with the most business. The greater your capacity for making friends, the greater your capacity for making money. The two are inseparable. If you think of your customers as your friends, you’ll never try to deceive them or treat them unfairly. Many who purchase will wait for their favorite salesman to visit, even when they’re offered a better deal from one of those who treat their customers coldly and say, ” Hey, it’s just business ”

#9 – You Need A Keen Understanding Of Human Nature.

If you set out to study human nature, you’ll never have to worry about having learned it all. The field is ever changing, but always stays the same. The more contacts you make, the more you’ll learn. The more you learn, the more you earn. As you begin to understand your customer’s inner workings, you’ll see avenues for injecting your ideas and wooing him over to your way of thinking. You cannot treat all your customers the same way. If you do, you’ll only attain a miniscule portion of your potential. Every person you meet has their own way, it’s up to you to find their buttons, and it’s not up to them to change their ways to help you.

#10 – You Must Be A Tireless Worker.

It goes without saying that most of the better than average salesmen are hard workers. Nothing worthwhile is easily attained and sales are no exception. Properly directed effort is more valuable than education will ever be. Properly educated and directed effort is the stuff that makes dreams come true. If you will work smart and hard, in sales, the sky is the limit. Action, effort, hard work ….whatever you call it, is what it takes to succeed. Educated and directed effort will never, ever let you down.

by Mike Sigers,

Article source:  www.Simplenomics.com ~Simple Sales, Marketing, and Customer Service Strategies

Full article link here;

http://www.simplenomics.com/10-tips-to-explode-your-sales/

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