Hqw to increase your 'u5\rf,ftffil;:re

ll /I'ANY salespeople boast about IYlhow much their organization/ products/services have changed in the past few years. But when you take a good look at most companies, you'll notice that their trade magazine ads look the same as they did five years ago, their trade show booths look just like their competitors', and the salespeople act and sell like the pack of salespeople out there.

Sure, the company may have changed on paper, but in reality, it's the same old routine.

Little-make that very little-creativity is found in today's business environment. Run, run, run and go, go, go does not usually equate to improved sales and margins. Flying across country and driving from town to town to make an extraordinary number of client visits is okay if your goal is to increase your odometer reading or frequent flyer mileage.

If you really want to change your sales results, you must first change your perception of selling. Too many salespeople believe their job is to simply sell something at a price. While such an approach does result in items sold, the overall results are typically only average. The key to breaking sales records is to first answer two key questions before every sales visit:

(1) How is this going to be my best sales visit ever?

(2) How is this going to be the best sales presentation the client has ever seen?

If you can't answer those two basic questions, do not leave the office to waste the client's time-or your lime.

Successful salespeople don't accept the status quo. They know that even if they become the best in the world, there's still room for improvement. In fact, no matter how good you believe you are today, you can be 25Vo better in 90 days. Here's how:

1. N"oer visit another client without ample thinking about how you are going to bring joy and value to each one of them.

Great salespeople think of and for their clients at all times. not just a half-hour before their next sales visit. They give more of themselves to their clients than anyone else does. They cut articles out and mail them to clients; they devise ways to provide services that no one else offers: thev

By William Blades William Blades, LLC Scottsdale, Az.

continually keep in contact with their clients to find out how their needs may be changing. Essentially, their number one goal is not to make a sale; rather, it is to bring joy and value to every client at least once a month.

2. f ahe care of the details before your sales visit. Taking care of the little things can pave the way to more closings.

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