Have you ever finished a round of golf and been handed a cool, refreshing towel? How about the flight attendant giving you a hot towel after a mid-air snack on a long trip? Or a hot towel to refresh your face during your last haircut session? It's amazing to me how a simple act of kindness can not only add value for the customer getting treated, but how it pays forward in terms of repeat business and referrals.
How about warm chocolate chips cookies? A number of hotels feature these dandies right out of the oven between 4pm and 6pm. In essence, it's a form of an artifact. What do i mean? When you add an artifact to a painting, such as an arrowhead to Western scene, or a tee to an oil painting of a golf course, the percentage of sales of that product increase nearly two fold. So it's a simple question: what is your hot towel, chocolate chip cookie or artifact you can add to your customer's experience to increase their satisfaction and your sales? I'm guessing the answer is nothing. I want you to think about. What does a free bag of popcorn mean to you on a long road trip during a gas station stop? Imagine if that gas station would wash your windows. How about a free newspaper? At breakfast restaurant, a "to-go"cup or at the very least a smile. The items I'm talking about here are free. Go beyond offering your customer a bottle of water or soda while they wait. Let them read a book on your Ipad or provide a work station with Wifi in your tire store waiting area. Here's the most important part: most of the items I'm mentioning cost very little. In terms of making it your customer' "lucky day" they can be worth a fortune in long term business. So I'm asking you Mrs. Business owner or Mr.Salesman--what is it that you do that makes a customer want to come back for more? What will make them want to tell all their friends how great your store, product or service was. Was it the gooey cookie or the caddy that greeted them with a refresihing towel and a glass of ice water. Instead of looking for ways to sell your product cheaper, work on these great ideas to add artifacts. That will make you memorable for years and years.
If you need help finding ideas log on to askdavetester.com
Monday, May 31, 2010
Sunday, May 9, 2010
Ask great Questions !
If one in 23 Americans are in sales, why do only 3% of sales people ask great questions? Sales people complain to me about the economy and tell me that they are
losing to the competition because they are cheaper. That's when I stop and simply ask, "What is your best sales question?
Usually they stumble and say something like, "what keeps you up at night?" Stress, thank you very much. If you ask great questions it means your prospect is
talking and you are listening. That's why sales people have two ears and one month. My advice is use you mouth to ask great questions
and shut up and listen. Write down these questions, memorize them and ask them every time you meet a prospect. If you
do it, you'll double your sales. Why do I know this? Because only 3% of sales people ask great questions, but they
make 97% of the income.
The first question you should always ask, "Why did you agree to meet with me?" Your client doesn't want to hear about your product, your company or your golf score. They want to tell you their wants and needs.
The next question should be, "When purchasing insert your product here, what do you think are the three biggest mistakes most people make?" This allows the potential customer to tell you their fears in buying your product.
Next, ask why they called you. Then ask what is keeping them from buying from you. If you can get answers those questions you become a problem solver and usually close the sale.
Finish up your presentation with, "What did you like best about my presentation today?" Use to detect buying signs and for improving your presentation..
Along the way make sure you work in these million dollar questions:
"What is the percentage of us doing business together in the next 30 days?"
"Do you want to buy?"
"Do you want to pay in cash or credit?"
"Ccan we start your service today or the first of next week?"
"On a scale of 1 to 10, would you recommend me to someone else?"
And of course follow up by asking the question, "What would it take to get a 10?"
If you ask great questions, you move to the front of the class. If not, you become the one in 23 that try pushing a product every day.
losing to the competition because they are cheaper. That's when I stop and simply ask, "What is your best sales question?
Usually they stumble and say something like, "what keeps you up at night?" Stress, thank you very much. If you ask great questions it means your prospect is
talking and you are listening. That's why sales people have two ears and one month. My advice is use you mouth to ask great questions
and shut up and listen. Write down these questions, memorize them and ask them every time you meet a prospect. If you
do it, you'll double your sales. Why do I know this? Because only 3% of sales people ask great questions, but they
make 97% of the income.
The first question you should always ask, "Why did you agree to meet with me?" Your client doesn't want to hear about your product, your company or your golf score. They want to tell you their wants and needs.
The next question should be, "When purchasing insert your product here, what do you think are the three biggest mistakes most people make?" This allows the potential customer to tell you their fears in buying your product.
Next, ask why they called you. Then ask what is keeping them from buying from you. If you can get answers those questions you become a problem solver and usually close the sale.
Finish up your presentation with, "What did you like best about my presentation today?" Use to detect buying signs and for improving your presentation..
Along the way make sure you work in these million dollar questions:
"What is the percentage of us doing business together in the next 30 days?"
"Do you want to buy?"
"Do you want to pay in cash or credit?"
"Ccan we start your service today or the first of next week?"
"On a scale of 1 to 10, would you recommend me to someone else?"
And of course follow up by asking the question, "What would it take to get a 10?"
If you ask great questions, you move to the front of the class. If not, you become the one in 23 that try pushing a product every day.
Subscribe to:
Posts (Atom)