A man who was very good at what he did – selling - once told me that the best way to get was to give. His favorite thing to give away was an idea.
I’ve made it a life study to find out that he was right. The one sure way increase you sales per call ratio : Give away an idea to every client you visit.
I don’t go into a sales call without being stocked up with an idea for my client to think about.
It might be about how they can make more money, it might save them on expenses, it might lower their cholesterol. But I never make a visit without one to give away.
I keep a notebook with me during my windshield time every day and am always ready to write down an idea, with a reference to which client to spring it on.
Some ideas are general enough to keep in reserve for leverage for just the right time with a client that needs something extra to sway him my way.
Watch for the sales people who treat you this way and then notice the predators out there. The difference is like daylight and dark.
I have a quote on the back of my current notebook that say’s :
” Do you process people, or do you serve them ? “
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