31May

K is for: – Keep Talking & K.I.S.S. (Keep it Simple Stupid)

Posted on May 31, 2010 by admin

Keep Talking… to everyone about your business, how you can help and above all else to remind people that you are still here.

Clients/Customers will welcome a quick call, e-mail or letter from you as a reminder that you are still operating. Fitting in with the 80/20 rule this could be your lucky contact. For sales people it is important to remember that 80% of your business comes from 20% of your customers.

When was the last time you picked up the phone to your best and your worst customers? A quick courtesy call will bring you to the forefront of their minds and wouldn’t it be great if that call ended up with an order?

You could even be brave and ask them if they know of anyone else who would be interested in your product or service… you don’t get if you don’t ask!

K.I.S.S or as we call it in a sales environment Keep It Simple Stupid… So many people are tempted to go chapter and verse on a product or service with features, benefits, pain relief etc etc (In other words everything they have heard other people talking about) and overloading the prospect who walks away not really knowing what you were there for. Sometimes this can result in you losing a ‘sale’ because you have actually talked them out of buying or even missed the signal to buy.

I find a quick overview chat is good and then asking questions and allowing the prospect to ask questions that you can then answer using the knowledge that you have stored.

I remind you of an occasion that many people have heard about when I was working with a company and we were looking for sponsorship. The poor Commercial Manager was up against the wall, needing sponsorship, and spent half the day giving chapter and verse to answerphone machines and wondering why these people were not calling him back or not available to take his call. What would you have done in their position?

It demonstrates that you only need to give enough information to whet the appetite and then you get the second chance to go in for the sale but if you give everything in the first place, the brain overloads and they then have the opportunity of not taking your call and having to say no! Resulting in you getting despondent and the prospect being wary of speaking to you at any time.

This entry was posted in Rural Meeting Place and tagged , , , , by admin.

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