Mar 22, 2018
Basics, they really do matter in sales!
What do I mean when I say basics. Well, there are a few things.
Actually, four specific things that I think will produce more sales
in any organization.
- PEOPLE. Caring about and retaining people has
been a heavy subject for me lately. No business can operate without
staff – it’s the people. When you have good people – nothing can
stop you. When your people are uncaring, nonchalant or not in the
right position, nothing can save you. People create the success of
the business and they also create the failures.
- COURTESY. I’m really starting to think common
courtesy is not so commonplace. I’m talking simple things – like
eye contact when you are speaking to someone saying please, and
thank you. These things are important. Why – because intrinsically
it shows the other person that they are important because you are
paying full attention to them!
- PRODUCT. If you don’t have a good product.
Then nothing can save you. None of the other things that I share
with you will help you. You must have a good product to sell…
whatever it is that you are selling.
- PROCESS. This is all the stuff that you do.
The steps that you take and everything that goes into making a
sale. This part is really what the inspiration for this episode. So
let’s talk a bit more about the process.
When it comes to process – we often abandon the basics. Think
about it – often in business you have heard someone say… “We have
to get back to the basics.” Why do they have to do that? Because
they abandoned their core. As we progress through our sales
careers, new and cool, shiny things come along – the internet,
email, texting, now video mail, and social media – those are all
great communication tools. At the core of our basics though – it’s
the human connection, the courtesy we display to others, our
product and how well we navigate through our actual sales process
with the customer that determines when we make a sale or not.
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