SalesDog Quick Tip: Always Keep the Ball in Your Court

Here's a quick follow-up tip from sales trainer Al Uszynski:

At the end of a sales call if the prospect tells you, "I'll call you if we're interested," don't accept that at face value and walk away. As salespeople we never want to agree to put the next action item 100% in the customer's hands. Too many salespeople simply agree to this only to never hear from the person again.

One way to deal with the situation is to come up with a contingency plan in case the customer doesn't happen to call you:

"So if I don't hear from you before next Thursday, I'll give you a call. Is that okay?" When the customer agrees to this, you're covered. They still may call you, but if they don't, they agreed that you should call them. When you follow up as promised, you have an opportunity to demonstrate your professionalism by keeping your promise to call on the exact day you agreed to.

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

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SalesDog Quick Tip: "How much does it cost?"

How many times have you gone into a meeting with a complete presentation only to have your customer ask right off the bat "How much does it cost?" This question can throw you off guard when asked early on, especially when you sell complex goods or services. Sales trainer Al Uszynski has the quick tip you need to navigate this tricky situation:

Like many complex products it's hard to answer that question early in the sales dialogue. It's also not advantageous to discuss cost until you've had a chance to create more value in the customer's mind.

When faced with a premature cost question, try to defer it to later by saying something like, "I know that the amount you invest is very important to you. So that I may suggest the product variation that best suits your needs, may I ask you a few more questions?"

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

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Building bridges where other salespeople knock them down

Here's a quick tip from sales trainer Al Uszynski to keep in mind if you're feeling rejected.

"When the sales opportunity that was "a sure thing" turns into a rejection from the prospect, it's common for salespeople to treat the prospect with a cold demeanor," says Uszynski. "When your prospect is informing you that you've officially lost the sale - and there are no more actions you can take to win it back - be sure to express your sincere disappointment, but do it in a way that causes the customer to want to call you back when they need your services."

"Handle these situations professionally and be sure to reassert your interest in doing business with the prospect in the future," continues Uszynski. "Do this right and you'll be the one that gets called upon when your competitor messes up."

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com.

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Avoid Last-Minute Cancellations

Have you ever called a prospect to confirm an appointment for the following day, only to have them cancel the entire appointment on you? Sales trainer Al Uszynski has, and he knows it's a lousy feeling. Here's his take on what you can do to avoid this situation.

"In my desire to be professional, I didn't realize that my personal contact with the prospect was providing her with a reminder that our imminent meeting would be eating up some of her productive time for her now-packed agenda on the following day," says Uszynski. "My phone calls gave prospects golden opportunities to postpone, or even worse, cancel appointments."

"As salespeople, we always desire personal contact with prospects," continues Uszynski. "But I've found that when it comes to confirming an appointment, it's best to decrease the chances of a live interaction."

"Leave a voice mail for the prospect the night before or before 7:00 in the morning. Don't stop at confirming the time and place, express your enthusiasm for what promises to be a productive meeting."

"Another alternative is to send her an email. This is particularly helpful when you're meeting in a place that is unfamiliar to the prospect, so you can type the address and even directions if necessary."

Al Uszynski is a sales trainer and professional speaker. Visit his website at www.uszynski.com for more information.

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Create "Ah-ha" Moments and Close the Sale

An "ah-ha" moment is a turning point. It is a flash of brilliance or discovery or just plain common sense that changes our way of thinking in an instant.

"In sales, ah-ha moments occur when prospects give themselves permission to buy," says sales trainer Al Uszynski. "They transform a customer with certain beliefs (i.e., one who doesn't need to buy from you) into a customer with different beliefs (i.e., one who is writing you a check.) Great salespeople create those moments for their customers."

"Ah-ha moments don't occur when your customer is glancing at a brochure that describes your company's history," continues Uszynski. "They don't happen when your prospect is viewing the umpteenth PowerPoint slide that details your product's capabilities. And they certainly don't occur when you show them the contract. If customers haven't given themselves permission to buy, they won't be signing any contracts."

"It is your job as a salesperson to help prospects have ah-ha breakthroughs," explains Uszynski. "After you've demonstrated your wonderful product and described the terrific value it delivers, inspire your prospects to give themselves permission to buy from you."

Here Uszynski gives us three ways to create ah-ha moments that turn, "Thanks, but no thanks." into "Thanks! Where do I sign?":

1. The worst thing that could happen is...
When you mention guarantees, warranties, and similar programs to prospects, you imply that there is a reduced risk for the buyer. But clearly spelling it out can really help you create an ah-ha moment for the customer. Describe a worst-case scenario that has a very positive appeal.

"Mr. Jones, picture this. It is one week from today and you just received delivery of your new living room set. Our hope is that you will absolutely love the way it looks in your home. But if you're not thrilled, just tell the delivery team and they'll load it back in the truck with no expense to you. The worst thing that could happen is that you get a chance to see this lovely furniture set in your home at no cost to you."

2. Use anecdotes that relate to most prospects
I once heard a professional speaker use a very powerful anecdote to sell his books, manuals, and CD sets to an auditorium filled with business professionals. His results were outstanding. On that November day he shared an anecdote about a woman who bought the $300 information package to help her achieve greater business success. Immediately after making the purchase she called her husband and told him not to buy her any Christmas gifts that year as she had already bought herself a gift. She then used the information from the products to help her earn over $20,000 in the coming months. Although her stocking was empty on Christmas Day, she went on a very nice shopping spree the following summer.

That anecdote was brilliant. Even I said, "Ah-ha!" Everyone in the room could identify with that woman and we all wanted to achieve similar success. The speaker had given us permission to buy. We had only to forego a few holiday gifts and we, too, could purchase the products guilt-free.

3. Rationalize the purchase
Remember those commercials from the early 1980's that featured Sally Struthers? She would give a tearful description of famine and suffering in Africa and urge viewers to donate money to help feed a starving child. Do you recall how she caused viewers to "rationalize" the donation? That's right. She said that for only 41 cents a day - the cost of a cup of coffee - we could help a needy child live a better life.

Notice that she didn't say $12.47 per month or $149.00 per year. By breaking the investment down into small chunks, she made it easier for the customer to swallow.

Realtors can use this technique to help buyers stretch their spending limits, explaining that an additional $10,000 for the home they really love would require just $50 more per month over the course of a thirty-year mortgage. Put it in perspective for them by pointing out that skipping just one dinner out each month could get them the home of their dreams. Maybe they could give up that daily visit to the snobby gourmet coffee shop in favor of a delicious self-serve coffee from the local convenient store. Or they might cut their own lawn instead of hiring a landscaper to do it.

"Ah-ha moments turn prospects into customers by giving them permission to buy," says Uszynski. "So find ways to help your customers give themselves permission by creating ah-ha moments every time you sell. You'll both reap the rewards."

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies - designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

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Avoid Causing Turbulence with Your Customers

Here's a great quick tip from sales trainer Al Uszynski that will help you stay on cruise control while speaking with clients:

Pilots on commercial aircrafts are trained to avoid using the word turbulence when they make their announcements from the cockpit. Instead they say "bumps" because it sounds less threatening and intimidating to passengers.

Salespeople could learn to choose their language carefully in selling situations. Instead of telling the customer how much they'll pay, tell them the amount they'll invest. Don't refer to objections by calling them "objections." Instead, refer to them as ideas. Don't ask them to sign a contract. Instead, have them authorize an agreement.

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies - designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

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Negotiate a Testimonial

Are you about to give your customer a price break?

"If so, it doesn't hurt to ask for something in return," says sales trainer Al Uszynski. "When lowering your price, propose to your customer that you would consider it a personal favor if they were to provide you with a testimonial quote about their experience with you, your product or your company. Of course, you'll explain that they would deliver the quote only after they've received the goods and are completely satisfied."

"Customers are more apt to type a quick email with a testimonial quote than to print and mail a formal business letter," says Uszynski. "Take the quotes and make a testimonial sheet that summarizes the experiences of the customers that you've personally served."

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies – designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

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