Wednesday, September 19, 2007
How One Big Idea Can Reel In The Customers
One big idea. When working with your prospects and customers focus on their needs and their customers' challenges. That's where the ideas are.
One big idea. Imagine you sell shower curtains and shower rods to hotel chains.
You call on hotel chains. You want to be different. Your big idea is to help hotels to differentiate their sleeping rooms is a bowed shower curtain rod.
In the shower - the space is the same, it just feels bigger and better. Why can't a sales person think up big ideas like this?
One big idea. Everybody and his mother and grandmother has Pyrex measuring cups in their kitchen cabinets.
They lasted for years and demand was declining. One big idea - change the handle to make the measuring cups stackable and the rest is history. Sales take off!
Big ideas are everywhere! But you have to be looking for them. They're not going to tap you on the shoulder and say "Here I am - ready or not!"
Big ideas are the result of one basic question.
It's an easy question and it seldom gets asked. It's the incubator for all big ideas.
You'll be amazed how customers will respond to you if you ask this question once a day.
Your customers will be delirious if you asked this question on every sales call.
Guess what - when you ask this question often you will attract the big ideas that you can share with your customers.
The question that leads to big ideas is "How can we do it better?" Keep asking this question and your plate will soon be filled with big ideas you can share with your customers.
Big ideas can win customers for a lifetime!
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Sales Management Tip
As you get closer to the 4th quarter ask your sales team to identify their top biggest opportunities.
Ask them to prioritize this list for you.
Ask them to prepare a one page action plan for each account that includes:
1. What are the specific objectives for each account? Three key elements include product mix, sales dollar potential, and timeline for asking for the business.
2. How are they planning to achieve these objectives? Ask them to be specific.
3. Details. What are the necessary details to achieve these objectives. For example - who, what, where, when, how etc.
You don't want 4th quarter distractions interfering with your sales results. This is a No-brainer way to keep your salespeople focused on your expected outcomes.
Special note: If you and your sales team are behind plan, invest 10 minutes everyday, in the theater of your mind, imagining and seeing your team exceeding your sales goals for 2007.
This is no B.S. It's based on the Law of Attraction. You will attract what you think about most. You will also attract what you imagine most clearly. Trust me this works.
Don't be too busy to get smart.
Go here for info about my Advanced Sales Management Program January 2008.
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Time Saver Tip
Just finished a very interesting and relevant book for all salespeople and entrepreneurs. The title is "The Age Of Speed" by Vince Poscente. It's about learning to thrive in a more - faster - now world.
Use this link to see more info about the book.
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Sales Tip
Schedule your priorities instead of prioritizing your schedule. Read that line again. and let it soak in. Keep two lists. One is the long view and the other is the short view. The short view is what you should be doing today.
These lists should be in writing. If you are creating these lists with an electronic planner, be sure to print it, so you can see it and refer to it often throughout the day.
This will keep you focused and will also minimize the distractions.
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Words of Wisdom
If you don't have Frank Bettger's book, "How I Raised Myself From Failure To Success In Selling," you're missing out on some incredible words of wisdom by one of the wisest sales Gurus in the 20th century.
So - here's the package I put together for you last week. Offer is limited to the first 100 (17 still available) salespeople and entrepreneurs who place their orders online:
Frank's book - "How I Raised Myself From Failure To Success In Selling." The price is $12.00 The value however is priceless.
6-CD album, "57 Ways To Take Control Of Your Time And Your Life." This is a $67.50 value.
Paperback - "57 Ways To Take Control Of Your Time And Your Life." This is a $19.95 value.
Newest CD - "How To Establish Goals That Stick - A System For Getting Exactly What You Want." This is a $29.95 value.
CD - "75 Little Things You Can Do To Grow Your Business And Boost Your Income." This is a $29.95 value.
Special Bonus eBook - The Science Of Getting Rich For Salespeople And Entrepreneurs. This is a 24.95 value.
The total value here is $184.30.
You can have all of it for less than HALF PRICE - $77 + s & h. Actually you'll save 58.3% if you order today.
Remember - I only have 100 (only 17 still available) copies to start with.
Add Frank Bettger's words of wisdom to your persoanl library. now!
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Rants, Raves, and Other Loose Ends
A few dozen subscribers have sent me their "Elevator speech."
Sad to say - most were terrible. Sorry, the truth hurts. But you can learn from it.
One however is brilliant and I want to share it with you.
It was sent in by Bob Keyser, of the Keyser Group. They are a promotional marketing agency.
Imagine all the services a promotional marketing agency offers. Try to distill everything you do for your customers into 7 words.
"Our business is making your business unforgettable."
Not only is this elevator speech brilliant - it's also unforgettable too.
It's made to stick.
Well done Bob!
Start selling more . . .
Jim Meisenheimer
Publisher - Start Selling More Newsletter
19 years . . .
505 corporate customers . . .
83.3% repeat business . . .
(800) 266-1268
# posted by Jim Meisenheimer @ 2:07 PM 
