ONE is a tiny number. However, it can have tremendous impact on revenues. You might be just one step, one phone call, email, or one letter away from making the sale. Here are some ideas to consider:
Make ONE more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those meetings could you turn into sales?
Suggest ONE additional item to every customer. This is particularly important if you sell lower priced items or work in a retail environment. Getting the initial sale is the first step. However, almost everyone has additional items, products, or services that could be beneficial to their customers.
Invest ONE day per month developing your skills. Most successful people invest in themselves by attending workshops, conferences and seminars.
Read ONE book every month. Read industry books, magazines or websites. You’ll improve your skill and become a specialist in your field.
Ask ONE more question during each sales call. Before you start “pitching” your product or service, ask your prospect one more question.
Get to the office ONE hour early. One extra hour, first thing in the morning, might be the most productive time of the day. There are fewer distractions and you can often achieve more in that 60 minutes than in several hours.
Address objections ONE more time before giving up. Too many sales people give up too soon.
Send ONE more email to the prospect who has been sitting on the fence. Sometimes, people need that little push to move forward. Gentle reminders are often appreciated and they will help keep your name number one in their mind.
Send ONE more thank you card or note. Stand out from the crowd by sending handwritten notes to thank customers for their order, meeting with you, or an on-time payment.
Although it’s a tiny number, one can make a very powerful impact on your top line sales and bottom line profits. One extra sale every day, week or month – depending on your business, can make a significant impact on your sales.
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales, negotiate more effectively, and motivate their employees. Contact him at 905.633.7750 or Kelley@RobertsonTrainingGroup.com. © 2006 Kelley Robertson, All rights reserved.
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