” I can give you a six-word formula for success: Think things through – then follow through. “
Those words from Eddy Rickenbacker were true some 50+ years ago and they’re still true today.
If you want to become a salesman of value to your customers, your company and yourself, hopefully in that order, you need to do just that.
Think Things Through
You know who the account is.
You know what they buy that you sell.
Whoop-de-doo.
What do they need that you don’t sell that you can bundle with what you do sell ?
Who do they buy from that sells a product that’s not as well suited for them as yours is ?
Who can you get to tell them about that product ?
They’ll believe someone else about 309 times faster than they will you, because you stand to gain from it.
Get testimonials from your current customers that are specific to their needs.
Put them on a PDF that can be downloaded from your website.
Have a white paper written that addresses their problems.
This is sales, not rocket science. It ain’t that hard.
Then Follow Through
This is the simple little maneuver that seperates those who sell from those who wonder.
In golf, the follow-through is a direct reflection of what happened just before impact.
In sales, the follow through determines whether or not you ever make an impact.
Just like me, every other business person keeps a running tally of all the promises you make that you never keep.
When those con’s outweigh the pro’s of doing business with you, we drop you as fast as we can.
Being the dud that you are, it’s a long time before you even notice you’ve been replaced.
If I’ve gone through enough stock to have to reorder several times before you come to ask me what happened, you shouldn’t even try to call me, you should mail me an apology first, then send a note asking me to call you when I have time … if I ever do.
Follow through, after you’ve thought it through and I’ll be good to you, for you and because of you.
Simple.
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