#Smart Ideas by Richard Mulvey .

transcript

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Introduce an "Ice Breaker" conversation about something the customer likes, to get

him talking in a positive way.

Try to get the customer to sit at your side of his

desk. This will help to level the playing

field.

Try to use your customer's first name if you can.

This will encourage closer relationship.

To avoid any misunderstanding

when meeting a lady, put your hand out to shake her hand first.

Always have your business card ready.

You never know when you will meet your

next best customer.

When you meet a new client, don't ask "How are you?" Everybody

does that. Say something appropriate but different.

Always arrive early for a

meeting and chat to the

receptionist. They will often know more than the

client.

In advance of a meeting with a

customer decide what impression

you want to create.

Make sure you have an objective

for your next meeting. Don't leave until the

objective is achieved.

The worst thing you can do to a good negotiator is to accept his

first offer.

In any negotiation you must work hard

to raise your aspirations and

lower those of your negotiation opponent

Make sure what you are doing in

the future is in line with your

customer's aspirations.

When the customer says "No" and you have handled all

objections, he doesn't mean "Not

Ever" just not at the moment.

You should always be tough in a

negotiation. If your opponent wins too easily he will think he could have done

better.

Sell is a four letter word. So are Help and

Customers are not always right, but they are always

customers. Always treat their point of view with respect.

Good sales people never lie to a

customer. If they catch you lying once

they will never believe anything else you say.

Never go to a sales meeting

without an objective or leave without achieving

that objective.

Be happy when your customers raise objections.

This is their way of telling you what they care about.

Next year's top list will come from this year's customers.

Record every detail both personal and

professional.

Personalise all communication. An e-mail that starts "Dear Customer" will never create a relationship.

If you can't solve the customer's problem send

him to someone who can.

Be proud to be a sales person. Just because you didn't start your

career in sales doesn't mean it’s not a noble

When your customer says "No" be surprised.

After all, you are offering them the best

solution to their problem.

If you are looking for referrals from

your Customers try giving referrals to

them first.

Buying decisions are made emotionally. Customers decide

emotionally and then look for logical reasons

to buy.

Always arrive 10 minutes early for a

meeting and chat to the receptionist. They know more than the client.

After you ask for the business, Shut

Up! The first person who talks

loses.

Always reward customers who give you a referral. Even a pizza voucher. Just a little something to

say thank you.

If in doubt try the Alternative Close

"Would you like that in the red or the blue" It is amazing how often

it works.

Don’t wait to get Referrals, Ask for

them. "Do you know of anybody else who could be benefiting from our Products?"

When phoning a prospect to make an appointment, never ask if he

has time to talk to you.

Selling is "Helping the Customer to

Buy". Not persuading them to buy, Not

hitting them over the head until they buy.

Do one thing you don't like doing

every day, and do it FIRST". The best time to cold call is in the morning.

Buyers are employed to Buy. Sellers to sell. The

reason to get together is to complete the

process.

If handled properly,

objections are Sale Makers not Sale Breakers.

An Objection is the customer’s

way of telling you what he cares

about.

The worst type of customer is the quiet one. Make

sure you encourage your

customer to talk.

If a customer raises a minor

objection he may be telling you to

talk less and listen more.

A condition is not an objection. If he

hasn’t got the money and can’t raise the credit,

walk away.

When a customer raises an objection be pleased to get it. It will help you close the sale.

Don’t interrupt the customer when he is telling you his

problem.

Always clarify the objection. “It’s too expensive” rarely means he hasn’t got the money.

#Smart Ideas by Richard Mulvey .

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