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We've all walked into a store only to be rushed by a salesperson who acts like
he hasn't seen a customer all day. Overeager (and possibly desperate) he pushes
to make the sale. And the more he pushes, the more you want to flee. How
do you avoid having to "push" to make the sale? Here are 10 quick tips
anyone can use. 1.
Reach out to the world Whether
you're a manufacturer, service provider, or run a retail establishment, you can
never go wrong by increasing your sphere of prospects. Join business associations,
serve on committees, help out in the community. The more people you know, the
more people to whom you can make that sale. 2.
Know what you do for a living Be
able to tell people not what you do for a living, but how your customers benefit. 3.
Make new friends People do business with people
they know and like. 4.
Stay in touch It
takes a long time to make old friends. 5.
Don’t eliminate friends as sources of business or referrals
Remember: People do business with
people they know and like. 6.
Get things out in the open When
dealing with friends -- or "new friends" -- be brave: Disclose your
interest in possibly doing business one day. 7.
Give Value in Advance Ask
yourself: “What can I do that will position me positively in the eyes of
this particular prospect?" In other words: "How can I start serving
my clients before they're my clients?" 8.
When giving value in advance, make it unique Ask
yourself: “What can I do to prove that I'm different and better than
the rest?" 9.
Offer guidance and safety Guide,
advise, and keep your prospects from making costly mistakes. 10.
Don’t beg When
you ask for business without demonstrating your value in advance, what you’re
doing is begging -- something clearly to be avoided. Instead, continue to make
new friends... give value in advance... and prove how you're different and better
than the rest. Accomplish that and getting new business is easy! _____________________________________________________________ Joel
Saltzman is a speaker, facilitator, and
consultant who teaches people in business to Shake That Brain! ® - for
winning solutions AND lots of fun. Look for his latest book, Shake That Brain!,
to be published by Wiley 2/06. Joel can be reached in San Diego at (619) 543-9432
e-mail: joel@shakethatbrain.com
Visit his website: www.shakethatbrain.com |