“The Specialist” Sales and Management Training Blog

Hello kind readers,

It’s me again and I hope you have been listening and most of all enjoying the radio show. Those of you that cannot get the show can go to strangeratthedoor.com and hear the show commercial free in it’s entirety.

Tonight I want to discuss the importance when building a successful sales organization to have an attention to detail. I am not just referring to attention to detail in the sales presentation, even though you always attack that as well. What I am referring to is the important little things.

I was asked recently to work with an organization that was having problems with production. The first thing I did was check the location that the sales people were selling at. IT WAS A DISGRACE! There was empty space on the shelves, as well as dust everywhere and trash, not only all over the sales counter, but on the floor all around their sales booth! I immediately explained to the staff that before the customers would take them seriously they had to make their booth professional.

REMEMBER, what is going through the potential customers minds is that if you cannot take care of your own house how could they possibly expect your company to take care of them AFTER the sale!! Once you get your staff to start taking attention to all of the small details you can begin to work your way up the ladder to personal appearance all the way to the individual sales presentations. It all works hand and hand.

Remember, pay ATTENTION TO DETAIL in SALES AND Management and you will see a tremendous difference in your staff as they begin to take not only pride in your company but more importantly to THEMSELVES!

“The Specialist” considers this a Win, Win situation for everyone!

“The Specialist”

Hi everybody,

I have a post tonight that I thought was pretty important. It’s about the roller coaster of life! I have the privilege of working with salesperson’s of ALL age groups and I find that the young people entering our great profession really need to read this! Life is like…

click here to read the entire post…

Hi everybody,

I am too excited to contain myself. Monday June the 2nd is the BIG day! All the things I have been hinting about will be announced. Even though it appears that I am teasing you, respectfully I don’t mean to, I just can’t say anything. It’s harder for me than you the gracious readers.

Now to the “Bonus Tip Of The Week”.

I often see young sales persons when giving sales presentations and while describing certain features ALWAYS refer to how much THEY like the feature. WRONG approach!

The advanced way of doing this is to comment on how much EVERYONE else likes that particular feature. Remember it is NOT about YOU! Not only that, anyone that has a fair amount of intelligence realizes that a beginner sales person more than likely doesn’t even own the product. You lost the sincerity aspect of the bonding process. On the other hand, by informing the prospective customer that EVERYONE else loves that particular feature makes the customer feel like they want to agree with everyone else and love that feature also.

Remember new sales persons It is not about YOU! The customer doesn’t care about what you like. They care what everyone else thinks. Also remember sincerity IS one of the 8 Basics of Success!

“The Specialist”

Hi everybody,

It’s Saturday and I have a valuable but brief “Sales Tip of the Day”.

When you are wrapping up the sale and you are going for the signature on the sales agreement, always HAND the pen in a writing position to the potential customer. I have seen so many sales persons go over the sales agreement only to lay the pen down in front of the customer. WRONG!

When you do this it is very easy for the customer to pick up the sales agreement and go through a lengthy review of everything that you have already discussed. Sometimes they NEVER pick up the pen and consummate the deal. When you hand them the pen in a writing position it is only natural for them to write with it. Of course since the sales agreement, as earlier explained in a past post, is only a formality then you should make it as easy as possible for the prospect to complete the FORMALITY!

Very shortly I have a very special announcement to make so stay tuned. It will be the biggest event that has occurred on this blog since it’s inception. SORRY, NO CLUES!

“The Specialist”

Don’t mean to interrupt your day but I just couldn’t resist this one.

Everybody is insecure. Have you ever wondered what people are saying about you when you walk away? A really advanced tip… When I walk away from my customer and I am with a friend or fellow salesperson I say something nice about the prospect, just loud enough so as they are walking away they can hear it. They won’t acknowledge what they heard but boy does it help solidify your sale! Try it!

Don’t forget to read today’s post entitled “The Power of Words”!

“The Specialist”