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Last updateWed, 02 Sep 2015 12am

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Sale Growth Expert: Facts about opportunity

Fact: The one that jumps at opportunities is the one that is most successful

Young salesperson: “Would you mind telling me your secret of sales success?”

Wealthy sales professional: “There is no secret. You just have to jump at your opportunities.”

Young salesperson: “But how will I know when these opportunities come?”

Wealthy sales professional: “You can’t. You just have to be AGGRESSIVE and keep jumping at all your opportunities.”

Fact: Your opportunity to close a sale is greater when you “get on the other side of the counter.”

Counters in a store, or a desk in an office, are an obstacle to closing the sale.  When there is an obstacle between you and the customer it becomes you against the customer for their money. When you are beside the customer it is you and the customer against their problem, need or want.  Get on the other side of the counter.

Fact: When you use the opportunity to be the Super Hero for customers, your sales increase.

As I grew up watching my dad interact with customers, I noticed everyone liked him.  Even the customers that did not make purchases liked my dad.  I remember asking him once, “How come everyone likes you?”  He replied, “When I help someone solve their problems, I become their hero.  After I solve two or three of their problems, I become a Super Hero.”  The neat part about being a super hero to your customers, other than everyone likes you, is you make a lot of money.

As I grew as a sales professional I adopted what I call the Mighty Mouse attitude.  Mighty Mouse, a cartoon super hero of the ‘60s flew through the air singing, “Here I come to save the day!!!” as he swooped down to help others against the villains.  The customers’ problems are the villains, and when I become Mighty Mouse and solve those problems, I save the day for them and make the sale.

The Mighty Mouse attitude does not just happen, you must practice it. I actually sing the song, to myself, when I am on the way to a sales call or as a customer approaches me.  Okay, to some of you that sounds silly, but it has always worked for me.

Put yourself in a proper aggressive state of mind and always remember the Number One Rule In Selling is, “The one who solves the customer’s problems the easiest for them will get the sale,” and you will become successful.

Fact: When you take the opportunity to give a pleasant greeting your business grows.

As I hurried through the showroom one day, passing by customers and employees without pausing to recognize them, my father grabbed my arm and said, “Slow down, you are losing sales.”  I had just returned from giving a large truck tire customer a proposal which he did not accept, and I was in a hurry to re-run the numbers and get back with him.

“I am about to lose this tire deal if I do not find a way to give them a better offer,” I said to my dad.  He replied, “You are about to lose much more than that deal.”  As I am sure I looked at him puzzled, he continued, “You know the old expression, ‘everything starts at the top’?”  I nodded yes.  “When you rush by your employees and your customers without acknowledging them, you are damaging the very thing that has made us successful - Relationships.”

I knew he was right, and from that day on I always took the time to pleasantly great every customer I came in contact with, and I went out of my way to talk to each employee every day.

Bob Janet - Sales consultant/trainer, speaker, author of “Join The Profit Club” combines 40 plus years as owner/operator of professional, retail, manufacturing and service businesses with his unique teaching and storytelling ability to motivate, educate and inspire business professionals of all levels and all industries for increased sales & profits. Contact Bob at 704-882-6100, or e-mail This email address is being protected from spambots. You need JavaScript enabled to view it..

Sale Growth Expert:There is more than one way to get the job done

Sell your higher end jewelry and gifts by daring to sell differently

An old gentleman lived alone. He wanted to plant his annual tomato garden, but it was very difficult work as the ground was hard. His only son, Vincent, who used to help him, was in prison. The old man wrote a letter to his son and described his predicament:

Dear Vincent,

I am feeling pretty sad because it looks like I won’t be able to plant my tomato garden this year. I’m just getting too old to be digging up a garden plot. I know if you were here my troubles would be over. I know you would be happy to dig the plot for me, like in the old days.

Love,

Papa

A few days later he received a letter from his son.

Dear Pop,

Don’t dig up that garden. That’s where the bodies are buried.

Love,

Vinnie

At 4 a.m. the next morning, FBI agents and local police arrived and dug up the entire area without finding any bodies. They apologized to the old man and left. That same day the old man received another letter from his son.

Dear Pop,

Go ahead and plant the tomatoes now. That’s the best I could do under the circumstances.

There is more than one way to sell! Be aggressive and Dare To Do It Different with your marketing and selling!

When I opened my jewelry store I shopped my competition to discover how they sold. They all sold the same way and most are still doing it. The customer comes in, they ask, “Can I help you?” and if the customer happens not to say, “Just looking!” and tells the sales professionals or clerk what they are in the market for, the sales professional or clerk waits for the customer to point to a product, gets it out of the case and hopes the customer will buy it.

In our jewelry store we completely made the buying experience for the customer different than they experienced at our competitors’ stores. No matter what quality (price) item the customer was looking at we would first show them (by putting the jewelry on them) a more expensive piece (for example a bracelet) and we would challenge them by saying, “If I put this bracelet on your wrist you will never want to take it off.”

No more words were needed. They have now, if they were not there, moved into a higher range item. Oh sure, some would ask to put on a lower cost item, but we never took off the original margin maker. If they said they could not afford the more expensive item, we did our best to show them how they could. Very few times did the customer move down more than one or two price points.

Gain more referrals by daring to ask differently. I do not mean by having a program that offers them a cash or credit reward. Most sellers have them but don’t really use them. Are you and your staff really pushing the program? The referral program I see work best is simply asking your satisfied customers over and over again (5-6 times a year) for referrals. If you have built a relationship with them, it works. Even if you only ask every satisfied customer for a referral two times a year I am sure you will receive enough referrals to reduce your marketing costs.

There is a lot more than one way to sell.

Bob Janet - Sales consultant/trainer, speaker, author of “Join The Profit Club” combines 40 plus years as owner/operator of professional, retail, manufacturing and service businesses with his unique teaching and storytelling ability to motivate, educate and inspire business professionals of all levels and all industries for increased sales & profits. Contact Bob at 704-882-6100, or e-mail This email address is being protected from spambots. You need JavaScript enabled to view it..

Sales Growth Expert: They stole the refrigerator when they perceived value

A guy bought a new refrigerator for his house. To get rid of his old refrigerator he put it in his front yard and hung a sign on it saying: “Free to good home. You want it, you take it.” For three days the refrigerator sat there without even one person looking twice at it. He eventually decided that people were too untrusting of this deal. It looked too good to be true. No one saw the value he was offering. So he changed the sign to read: “Fridge for sale $50.” That night someone stole it.

Sales Growth Expert: The Worst Bad Jewelry Business Assumption...

Assuming word of mouth advertising is the best form of marketing

Answer this question: Have you purchased an item or service in the past week or month that you were perfectly satisfied with?  Perfectly satisfied with the product and/or the business you made the purchase from?  Sure you have.

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