Although it was well over 40 years ago that I joined a sales organization, I can still remember the training advice I received when I started. I use the word training loosely for there was NO official training back then.
The training was Communicated with simple step-by-step verbal instructions. As simple as it was, it worked beautifully; within a week of starting my new venture I was presenting my products and making sales.
What did they say that was so powerful you may be asking? The message they communicated was simple yet strategic; Book, Sell and Take care of your customers. Get client appointments booked … fill your calendar, share new products and keep increasing your sales.
Yes the message communicated was focused on ‘the what to do” but the real power was in the ‘way in which it was communicated; with enthusiasm and excitement!
Good business leaders create a vision,
articulate the vision, passionately own the vision,
and
relentlessly drive it to completion.
I believe that leaders set the pace for the team and interestingly, quite often the TEAM MEMBERS are waiting for MARCHING ORDERS… What is your strategic plan and are you ready to communicate it?
- Do you have your action message ready?
- “Speak in terms of their interests”….
- Make it fun
- Be creative
- Include a celebration and some recognition after the Challenge is over.
Why not offer a challenge:
- Most new client appointments booked.
- High sales for the week.
- Most sales for a selected product.
- Have each team member top her Highest week of sales.
And let’s not forget ‘Customer Care’…. Customer service in business can be is a deal breaker. You will keep those customers if they feel appreciated….
“People don’t care how much you know until they know how much you care” ― Theodore Roosevelt
…. Make sure your clients know that they matter….
- Over Deliver …. Go beyond the ‘Adequate” customer service… take it to a level of ‘Excellence’. Product orders delivered within 24 hours. Add a note or a small gift
- Follow up …. First with a ‘Good Will’ phone call and then continue staying in contact with your customer on a consistent basis.
- Have a Customer Appreciation event. Do something special for your customers.
Its time to Take the Lead….Are you Ready?
- COMMUNICATE. …Your plan of action….
- CLARIFY…. Keep it simple but be specific. Make sure you are understood. “If you can’t explain it simply then you don’t know it well enough. Einstein
- CONFIRM. …Make sure everyone heard the message and understood the message. Connect with people to encourage them to participate.
Take advantage of every opportunity to practice your communication skills
so that when important occasions arise, you will have….
The gift,
The style,
The sharpness,
The clarity,
and
The emotions to affect other people.
Thanks Barbara!
This was so helpful