What Makes Someone A Stellar Seller?
Top Sales Secrets by Kyoshi Allie Alberigo
How can we turn prospects into long-term customers? Here are my top ten sales tips!
How to Generate Leads
1. How to use cold calls effectively. Cold calls are not the time to make sales; rather they should be used as introductions and a way to break the ice. Don’t expect to sell someone without developing some sort of connection or relationship. The first question to ask on the call is, "Is it OK if I share with you what we do and why people use us? Then, we can decide whether it makes sense to go further." Don’t plead or beg. Talk to people about your benefits and ask if you can send some more information. If they seem eager to learn more from you, set up free trial class and invite them in for a school tour or meeting. Ask if they have kids or if they are interested in information relating to their personal health and safety. Send them safety tips for children and adults, and put them on your e-mail newsletter list. Get an idea of how you should categorize the household or the individual in your data base. For example: if the parent is interested in the school for their child, then mail or email information pertaining to that program. Nothing could be worse then sending something about Mixed Martial Arts to someone who is interested in enrolling their 3 year old.
2. How to get past the locked door. Voice mail is today's lock on the door. The most fool proof way to leave an effective voice mail message is by establishing your credibility. Do so by referencing a referral, your research, or some newsworthy event in your school. Again sell your benefits, speak about the many people in your school who love your product, and talk about what you do. This is very important. Remember, don’t push too much. Leave a friendly message and a special offer. Mention you are running some amazing specials for the month of June, so please give us a call so I can explain how you may be able to take advantage of the offer.
3. How to write a successful sales letter. Make the letter look personal, just like a letter from a friend. Or make the letter very professional so that it is noticed immediately. Most often your sales letter should back up your cold calls and help you develop those relationships. Include an article on safety or one highlighting how the Martial Arts is great for children. If it is an email reference a program on bully proofing or how the martial art builds self-confidence and self-esteem. Sometimes think about your sales letter as a written visualization. Try to trigger people to think with their imagination.
4. How to generate repeat business. Our customers aren't just customers; they are the life blood of our businesses and must be treated as such. We need to keep customer service at an unimaginably high level in our industry in order for people to take notice and take us seriously. Many of us tend to neglect our businesses and the requirements of business that are important. We end up getting caught up in day-to-day activities and forget the big picture. Remember there is only one time to make a first impression. I think it is essential for us to get an objective opinion. Ask a few parents, students or prospects to give you their opinion of your location, its upkeep and what they honestly think.
5. How to offer great customer service. Passionately believe in your product and your staff members. The only way you can do so is to be in a culture that supports and encourages great customer service. Everyone needs to go that extra mile. Behind every transaction there needs to be a personal relationship, and every staff member needs to work for the benefit of the company and the team. These staff members are a dying breed. Quite often people are clocking in and clocking out. Only to receive a pay check at the end of the week. If you take the time to really develop a synergy and camaraderie between staff members and bosses the bond to the company will be that much more engrained. Take the time to talk to your staff, listen to their ideas, and help them achieve and become great. Trust me it will benefit you in the long run.
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How to Close a Sale
1. How to meet a prospect in person. If you remember only one thing, remember that the prospect is the most important person in the world. Why? Because that person believes he or she is. Treat you clients as if they were the president of the United States. Or in some cases not. I see the way the press, the public and other governmental officials treat the president and I am sickened. Sorry about the political reference. I just believe if you are American act with tact and respect, no matter whether you like the person or not. Moving on. After all, most sales are geared toward how it will benefit the prospective customer or someone close to him or her. Isn’t that why anyone buys anything? There is only one time to make a good first impression. Give your client your most undivided attention. Don’t seem scattered. Don’t answer your cell phone and don’t let staff or anyone else interrupt you. Always ask follow-up questions, clarify what the client wants so that you understand what’s being asked, and give feedback that you're listening. You don't want a second to go by where the prospect doesn’t feel it was valuable spending time with you.
7. How to make your sales presentation the best ever. Whether you have one minute or one hour, always be organized. Rehearse to the point that you know your stuff cold. You should not need to hesitate or ask another person for information. You want the client to trust and hang on to your every word. You must be the consummate expert in the room. Prospects should be turning to you and joining your school because you have the information they need or the service that they want. With the advancement in modern technology, there is nothing stopping you from showing video’s or presenting your sales pitch in movie form.
8. How to surpass your goals for the week, month or year. People generally sit back and relax when they've made their quota or hit a particular goal. I believe that meeting your quota should be just the starting point. On the other hand, people are not looking at their goals on a dialy basis, so they never hit them. It is like the old story of a person setting sail for a destination from one point, trying to end up in another. If they never check their compass, they could end up in and entirely different country. Always check and re-correct. An athlete can’t always be in what we call “the zone,” but the only way to stay on top is to continue to perform at a peak level. Star athletes will have short lived careers if they stop performing. When you think you have done enough, do some more. Your actions are much more powerful then your words. You are what you practice.
9. How to schedule your week most effectively. After each day, I spend the evening preparing for the next day. As you sit back and review your day, put the next day’s schedule together. It is much easier to schedule this way than to try to schedule while you are in the midst of your day-to-day activities. Sometimes a day will get the best of you. Being prepared helps you stay productive. Every weeknight I recap and go over what I missed and goals that I didn’t hit. This is the time I review and recharge as well as forward the tasks I didn’t achieve. Scheduling this way will give you weekly clarity and make you a high performer. This can also be done monthly, quarterly and yearly.
10. How to create customer loyalty above all else. Trust is one of the key components to success in any service business. A problem with our society is that there are many unprofessional individuals in business. This makes people skeptical of the professionalism of every business. Do whatever you must do to be professional at all times, to keep your promises daily, and to deserve the trust of your customers. Remember the days turn into weeks and the weeks turn into years. The main thing to remember is you are only as good as your last impression or in some cases mistake. So do not every take for granted that your clients or prospects are going to buy from you or continue using your business. It is essential to make sure you continue to wow your customers and always up your level of quality and service. Do not let a day go by were you are just average.
If you have any questions about this week’s topic, or would like to suggest a topic for blog entries, please contact me at Kyoshi@lininja.com or to join go to www.takingitothenextlevel.com and learn how our systems and philosophy can change you business and take your life to the next level.
Posted by Allie Alberigo - Kyoshi at 7/16/2010 4:29 PM 
Categories: Understanding Selling
Tags: how to sell Sales Methods developing a sales mentality
Categories: Understanding Selling
Tags: how to sell Sales Methods developing a sales mentality
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