May Productivity Newsletter 2019
Included in this month’s issue are Two More Killer Sales Tips and One More Phenomenal Culture Tip. Put these to work today!
Sales Tip: Sandler Rule #11
Money Does Grow On Trees
Yup it’s true! Money does grow on REFERRAL TREES. You see, every single person who has bought from you is a potential tree who can lead you to branches of other buyers. So go grow your network by watering your “trees” and adding “branches.” This is the least stressful prospecting work I do.
Here’s what you do:
- Ask yourself: Who is my best client, or direct lead source?
- Go to that person and celebrate all the wins you’ve had together in business.
- Segue by saying, “I sure do value our partnership and being able to serve you in this capacity. I’d be honored to serve others the same way. Who is one person you know I should talk to?”
- Data mine: Get the name, first and last. Get the best phone number to reach them at. Ask for an email introduction.
- Ask for a second person. Repeat step 4.
- Repeat step 5, three more times giving you a total of 5 solid leads.
- Thank your “tree” genuinely and heartily for the opportunity to serve their friends/family/neighbors as you have served them.
- Repeat 1-7 with 4 more Referral Tree candidates!
Sales Tip: Sandler Rule #12
Answer Every Question With A Question
Outstanding sales advice! Do you know how often a prospects first question really isn’t their real question? Sandler’s rule admonishes us to dig deeper and really seek to understand the intent the prospect has. In order to effectively execute this rule, you have to let go of the stress to answer “directly.” I promise you it will be worth it!
You: What do you mean Gerry?
Me: Tell me more about that…(?)
You: Well, I’m just really really nervous. Won’t I look like I don’t know what I’m talking about?
And there’s the real question!
*By the way, this works with your team as well and can elevate your culture! Your employees first question may not be their real question.
Culture Tip: Carnegie Principle #6
Remember That A Person’s Name Is To That Person The Sweetest and Most Important Sound In Any Language
When you talk to your employees, say their name often and watch what happens. The more you pepper your conversation with their name, the more drawn to you they will become, and the more positive they will feel. Names give recognition and empowerment. Use people’s names.
For example, “James, it’s so good to see you today. Thank you for working hard and giving us your best, James. You matter a great deal to our team. James, have a great day!”
Resources
The Sandler Rules, David Mattson
How To Win Friends and Influence People, Dale Carnegie