Increasing Sales.... Write It Down

I’ve been asked time and time again about sales and how to get more of them. Well, there is one sure-fire way to get sales but it is a practiced art and it shouldn’t be the only sales funnel you rely upon. So, what is the one way to actually improve sales?

Notes. Yes, take notes. If you don’t take notes, you likely won’t remember what’s said or what commitments you or the customer made to each other. Plus, when you take detailed notes during a cold call or an initial conversation, you can make your follow-up more personal, which will resonate with the customer and lead to better chances of closing a deal.

I have found that we often spend so much time selling ourselves and pitching our products and services that we fail to listen. We fail to take notes. We fail to solve the problem for the customer vs. selling the customer on solving the problem. Hint: The customer knows they have a problem. They don’t want to hear that you can solve it, they want you to understand how they feel and then have you understand their point of view. Once you can convey that you understand how they feel (again, through detailed follow-up via your notes), then you can ask for their business and start to really close deals and increase sales.

Until tomorrow,

Twyla N. Garrett

Are Your Employees Engaged?

Here is an issue not discussed much in business, employee satisfaction. Many employers believe they are doing a service to their employees by giving them a job. They believe employment is a win-win situation. The employees get an income, the employer gets works done. Well, this isn’t enough anymore.

Disengaged employees tend to provide poor customer service and sour the work culture. In order to engage your employees beyond a paycheck, it is crucial that customers are defined as the equivalent to gold. You have to constantly show leadership through customer appreciation to stress how important it is to treat customers with respect. If you put your customers first, your employees know they have to follow. They, in return, become engaged.

Next, you have to create subteams. That’s right, accountability teams. Don’t leave employees alone and behind their cubicles. Engagement goes beyond the name tag. For engagement to happen, create small groups within the company and allow them to meet twice a week for a half of an hour. This brain building / venting session brings employees together. It unites them and makes them feel as if they have a true leadership role, not just an employee badge number, within your company.

If you can lead up employee engagement, I promise you the customer service your company delivers will be amplified.

Until tomorrow,

Twyla N. Garrett

Don't Be Positive, Be Proactive!

People ask my all the time about business. After all, it is what I do best. I've been invited to The White House to talk about it. I've self-funded a million dollar project. I've failed and succeeded many times over. So what is the key?

DON'T BE POSITIVE!

Did I not sugar coat the truth just then? Well, i'm not sorry. People in business tend to see failure and make excuses for it. Don't. Accept the failure and either make improvements or make an exit strategy. Don't be blind and go down with the ship. There is no honor in it. There is honor in moving on or moving up- well, they really can be the same thing.

Have a sales person who isn't pulling his/her weight? Don't feel bad, feel lucky. Catch the problem and find a better sales person. Don't make excuses and try to remain positive. If sales have been lagging then the sales person isn't the right person for that job. Being too positive can hurt you in business. Be a realist. Be productive. Be honest with yourself and your employees!

Now, go be successful!

Twyla