June | Solutions Newsletter | 2020
Gerry Edtl Sales Tip #9
Practice, Practice, Practice
How you practice is how you play. And you may only get one shot to knock it out of the park. Are you training appropriately for that moment? Sales is so much more than just talking to someone. The words you use matter. The tone you use matters. The expression and gestures you use matter. Your appearance matters. To this day, I practice, practice, practice.
I write out a conversation flow, carefully evaluating my word choice, punctuation emphasis, and pauses. I say it aloud over and over to hear the sound and cadence. I get in front of a mirror and speak it to myself, watching my body language. Then, when I’m as comfortable as I can be, I do it live. Inevitably the first use still feels unpolished, but because I practiced, I have confidence and this makes up for my nerves. You play like you practice. Practice well.
Gerry Edtl Sales Tip #10
Consistency Is Your Ally
It’s better to do a little each day, then wait for one day to do it all. News flash: that day will never come. You know how many cold calls I make each day? Just 10. Doesn’t seem like much does it? You know how many calls I’ll have made in a year just by calling 10 a day? 2,400!
Of those 2400, 153 people are statistically viable prospects. My viable-prospect to potential-client to closed-sale ratios are 43%, 34%, and 63%. That means from calling 10 people a day, I made 14 sales in a year. For my business, that’s transformational. 10 calls a day, my friend. Be consistent; it is your ally.
Culture Tip: Carnegie Principle #18
Be sympathetic with the other person’s ideas and desires
SYMPATHY: understanding the distress or need of another.
One of my favorite techniques to use when interacting with people who are upset, concerned, or experiencing a particular challenge is to use the tried and true Feel-Felt-Found technique.This technique, when used properly, perfectly displays sympathy with the other person.
Remember, the point of showing sympathy is so the other person feels you understand them – that you are recognizing and validating what they have shared with you. Here’s how this technique sounds:
Gerry, I understand how you feel.
[I myself/many people] have felt the exact same way.
What [I/they] found was…(share [your/their] discovered solution).
How To Win Friends and Influence People, Dale Carnegie