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#Smart Ideas by Richard Mulvey www.richardmulvey.com Introduce an "Ice Breaker" conversation about something the customer likes, to get him talking in a positive way.

#Smart Ideas by Richard Mulvey

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Page 1: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Introduce an "Ice Breaker" conversation about something the customer likes, to get

him talking in a positive way.

Page 2: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Try to get the customer to sit at your side of his

desk. This will help to level the playing

field.

Page 3: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Try to use your customer's first name if you can.

This will encourage closer relationship.

Page 4: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

To avoid any misunderstanding

when meeting a lady, put your hand out to shake her hand first.

Page 5: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Always have your business card ready.

You never know when you will meet your

next best customer.

Page 6: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

When you meet a new client, don't ask "How are you?" Everybody

does that. Say something appropriate but different.

Page 7: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Always arrive early for a

meeting and chat to the

receptionist. They will often know more than the

client.

Page 8: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

In advance of a meeting with a

customer decide what impression

you want to create.

Page 9: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Make sure you have an objective

for your next meeting. Don't leave until the

objective is achieved.

Page 10: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

The worst thing you can do to a good negotiator is to accept his

first offer.

Page 11: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

In any negotiation you must work hard

to raise your aspirations and

lower those of your negotiation opponent

Page 12: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Make sure what you are doing in

the future is in line with your

customer's aspirations.

Page 13: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

When the customer says "No" and you have handled all

objections, he doesn't mean "Not

Ever" just not at the moment.

Page 14: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

You should always be tough in a

negotiation. If your opponent wins too easily he will think he could have done

better.

Page 15: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Sell is a four letter word. So are Help and

Care.

Page 16: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Customers are not always right, but they are always

customers. Always treat their point of view with respect.

Page 17: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Good sales people never lie to a

customer. If they catch you lying once

they will never believe anything else you say.

Page 18: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Never go to a sales meeting

without an objective or leave without achieving

that objective.

Page 19: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Be happy when your customers raise objections.

This is their way of telling you what they care about.

Page 20: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Next year's top list will come from this year's customers.

Record every detail both personal and

professional.

Page 21: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Personalise all communication. An e-mail that starts "Dear Customer" will never create a relationship.

Page 22: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

If you can't solve the customer's problem send

him to someone who can.

Page 23: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Be proud to be a sales person. Just because you didn't start your

career in sales doesn't mean it’s not a noble

task.

Page 24: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

When your customer says "No" be surprised.

After all, you are offering them the best

solution to their problem.

Page 25: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

If you are looking for referrals from

your Customers try giving referrals to

them first.

Page 26: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Buying decisions are made emotionally. Customers decide

emotionally and then look for logical reasons

to buy.

Page 27: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Always arrive 10 minutes early for a

meeting and chat to the receptionist. They know more than the client.

Page 28: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

After you ask for the business, Shut

Up! The first person who talks

loses.

Page 29: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Always reward customers who give you a referral. Even a pizza voucher. Just a little something to

say thank you.

Page 30: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

If in doubt try the Alternative Close

"Would you like that in the red or the blue" It is amazing how often

it works.

Page 31: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Don’t wait to get Referrals, Ask for

them. "Do you know of anybody else who could be benefiting from our Products?"

Page 32: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

When phoning a prospect to make an appointment, never ask if he

has time to talk to you.

Page 33: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Selling is "Helping the Customer to

Buy". Not persuading them to buy, Not

hitting them over the head until they buy.

Page 34: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Do one thing you don't like doing

every day, and do it FIRST". The best time to cold call is in the morning.

Page 35: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Buyers are employed to Buy. Sellers to sell. The

reason to get together is to complete the

process.

Page 36: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

If handled properly,

objections are Sale Makers not Sale Breakers.

Page 37: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

An Objection is the customer’s

way of telling you what he cares

about.

Page 38: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

The worst type of customer is the quiet one. Make

sure you encourage your

customer to talk.

Page 39: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

If a customer raises a minor

objection he may be telling you to

talk less and listen more.

Page 40: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

A condition is not an objection. If he

hasn’t got the money and can’t raise the credit,

walk away.

Page 41: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

When a customer raises an objection be pleased to get it. It will help you close the sale.

Page 42: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Don’t interrupt the customer when he is telling you his

problem.

Page 43: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com

Always clarify the objection. “It’s too expensive” rarely means he hasn’t got the money.

Page 44: #Smart Ideas by Richard Mulvey

#Smart Ideas by Richard Mulvey

www.richardmulvey.com