X-out Bad Apples to Increase Sales
Posted by: Cheryl Clausen in sales coaching, tags: increase sales, increasing sales, sales coaching, sales marketing strategy
I was reading another blog where the blog owner was promoting a book written by one of the well known internet gurus. One of the other readers commented that he thought this particular person might be a scammer. Whether the person is or not it brings up an important point.
As a small business owner or independent sales professional the acts of those before you precede you. When your prospects view you as a salesperson they treat you the way they do because of all the unscrupulous salespeople they’ve ever encountered or heard tales of. You suffer the consequences of actions you did not take and would not take ever.
Honestly, it SUCKS it’s unfair and I wish it wasn’t so. So what do you do about it? There are three things you absolutely must do.
First, never ever do anything to help or in any way promote any business that isn’t 100% ethical that doesn’t add value to the people who buy from them. No matter if that business is owned by your own brother or someone you never liked anyway. You simply can’t afford to have your reputation tarnished by association with the wrong characters.
Often you think if a business has a really big name they must be the best. Therefore, going with that business is the safe choice. Yet, you’ve often found the opposite is true. You’ll never get the attention and care from a big name big box business that you would from a small business who focuses on people like you. You”re just a number to the big business and they really could care less if you do business with them or not. The little business cares very deeply because they always want you to have something positive to say about their business even if you had to return what you purchased for a refund.
The second important thing you must do is position yourself as an expert rather than a salesperson from that first connection. That way you’ll never have to deal with the defense mechanisms your prospects put up to protect themselves from you. Read more about how here…
7 Secrets to All the Highly Qualified Leads You Want
Finally, always ask yourself how the customer wants to be treated. Notice I didn’t say how you’d like to be treated rather how they want to be treated. It’s really nothing more than committing to treating every person with kindness, respect, and dignity. Doing so won’t keep you from making mistakes, but when you do make a mistake and you’ve already demonstrated your commitment to treating others with kindness, respect, and dignity your customers will be much more understanding and willing to give you a chance to make things right.
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