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Change Your Approach, Change Your Results

Need a boost in your sales?

If you'd like to increase or turn around your sales, read on for the strategy that yields the biggest results...

Before I share it with you, think about this... How often do you make a sale on the first call? If you're like most people reading this, the answer is "hardly ever." Now, answer this question: How often do you make a presentation and discuss price on the first call? Again, if you're like most ad reps, the answer's probably "almost always." Finally, think about this: What's the next logical step after discussing price? Making a sale. But if you just agreed that sales aren't made on the first call, why go all the way to discuss price then?!!!!

I'll tell you why! You're so happy you finally got an appointment with the person you're meeting with, you don't want to miss an opportunity to tell them anything. After all, you reason, if I don't tell them how fabulous my magazine, radio, newspaper is, how will they know to choose ME?

Here's what's wrong with this philosophy...

1. It's self-centered, not other centered. When your goal is to sell advertising instead of help your prospect, they can tell... and they try to get rid of you to protect themselves.


2. When you go to the end of the sales process at the beginning of the sale, your prospect thinks they don't need to meet with you again (after all you told them everything they need to know already), and you bang your head against a wall trying to figure out how to get a second appointmen with them.

What to do instead...

Make your first call all about them. At this point in their lives, they don't care about you (who you are or what you're selling). They only reason they agreed to meet with you is the remote hope you will help them increase their business.

So show them you can help them by focusing your first call on them. Ask a ton of questions. And I mean a ton. YES! They REALLY will answer a ton of questions AND be happy to meet with you again.

Recently I was coaching a client who philosophically believed me but didn't actually, so he asked me to call his most difficult prospects. We recorded the calls (www.RecordMyCall.com) so he could hear what happened. The result? He changed his approach after seeing how truly easy it is... how much more willing prospects are to speak with and engage with you.

You can do the same.

If you change just one thing in your sales, do this to make the biggest impact.

Welcome to Stress-Free Selling®

Jenae