After once managing to somehow wind up at an outdoor concert instead of a restaurant despite following Google Maps, I almost feel guilty for laughing at these lost and confused members of the Google Street View team.
Start Early. Go Long. (SalesTough no. 2)
Three quick questions…
- Of the 20 or so sales days each month, how many times do you start earlier than is expected of you?
- How many times do you work later than is expected of you?
- How many times are you early for an appointment?
Starting early and going long count. Being prompt matters. The impact on you in terms of how it’s viewed by your executive team, management team, peers, subordinates, prospects, and customers can be tremendous – tremendously positive or tremendously negative.
On time – starting, leaving, or arriving – is simply what’s expected.
To be early and go long sends a message of purpose, commitment, and respect – to others and yourself – and assures better results over time. To be even one minute late, or rarely be challenged ending your day on time, sends a completely different message.
Emerson suggested, "Activity is contagious."
Have an impact on everyone. Enjoy great results.
Embrace the early start and go long. (Get a printable reminder of any of the 8 SalesTough fundamentals).
How to Earn Trust (before you can prove it)
We work with those we trust to solve our problems.
It’s this simple.
Your promise to deliver a result (to get more, to save more, to look good, to feel good, to eliminate pain, or to be loved) is only purchased when your prospects and customers trust you to deliver.
For current customers, developing and confirming a level of trust can be established partially through history – how your solution to their need has performed before. But with those who don’t have a relationship with you, trust is developed as you show an interest in their situations and needs.
The fundamental beginning to developing trust…
- Asking pertinent questions
- Listening with complete attention
After making contact and getting your prospects’ initial attention, it’s time to give your attention to them.
Quick sales audit…
How do you and your team rate on asking questions and listening to responses?
Other than making contact with people, nothing will serve your and your team’s efforts to establish trust and increase sales better than becoming experts in asking the right questions and following up with true listening.
This is what engages people.
This is how you learn more about them and their situation.
This is how you establish trust and credibility.
This is how you sell.
Start by reviewing the top 30 open-ended questions from Just Sell. Then, dig into our guide to better listening.
(Remember: People want to get more, save more, look good, feel good, eliminate pain, and be loved. It could be one or any combination of those points. Get the printable reminder above.)