COACH PATTI'S KEYS TO SUCCESS
If your e
IN
THIS ISSUE OF "KEYS TO SUCCESS"
March
2002 Edition
Introduction/Welcome
from Coach Patti
Coach
Patti's Live Workshop
Feature
Article "The Top 10 Important Factors In Building Trust
With Customers"
Tip
or Technique
What
People Are Saying
More
Information
Subscription
Management
Introduction/Welcome
from Coach Patti
Hello
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Feature
Article - The Top 10 Important Factors In Building Trust
With Customers
Forty percent of a consultative selling strategy is
dedicated to building a foundation of trust with prospects and customers. To
build this foundation, salespeople must understand that we get things indirectly
more often than we do directly in our relationships with others. Being able to
identify the deep subconscious needs of prospects and customers, asking the
right questions during a sales interview, and listening carefully to prospects
and customers, is paramount to the success or failure of any sales strategy.
Here are ten key items that you can use to develop
trust with your prospects and customers.
1. ACCEPTANCE
The simplest way to convey acceptance is simply to smile.
However, it must be a genuine smile, prospects see many salespeople and can tell
a genuine smile from a "put-on."
2. APPROVE, APPRECIATE, ADMIRE AND
BE AGREEABLE
Approval means praise. Research your prospects needs
thoroughly and be able to find areas to compliment. In the prospect's mind, this
establishes recognition that you understand he/her.
Appreciate means to frequently use the words "thank
you" in conversations with your prospects & customers.
Admire means to regularly compliment prospects and
customers. Look for things that they are doing right, but don't be patriotic!
Agreeable means simply to have an agreeable attitude.
Don't seek to contradict prospects and customers. They might just be right!
3. LISTEN
The most powerful way to build a trust bond in a
relationship is to ask questions and listen. Attentive listening lowers
resistance and is a strong indication as to what you value.
4. FACE THE PROSPECT
A natural distance between salesperson and prospect
ensures comfortable eye contact is made when reinforcing points during the
discussion. Prospects have a natural aversion to people who cannot look them in
the eye. It indicates to them that the salesperson does not believe in what they
are saying about the product or service.
5. PAUSE BEFORE REPLYING
Many salespeople tend to rush a sales interview, at times
they even interrupt a prospect's question, thinking that it shows smartness to
get in quick with an answer. In fact the reverse applies. People dislike being
interrupted. If you doubt this, then simply ask yourself if you like being
interrupted. Chances are, that the answer is no!
6. ASK QUESTIONS
It's OK to seek clarification from a prospect. It
demonstrates that you are listening and are interested in obtaining the correct
interpretation of what has been said.
7. SUMMARIZE
Before leaving a meeting or hanging up the telephone,
always summarize what has been discussed with the prospective customer. This
ensures both of you have clear similar understandings as to what has been
discussed and any commitments made.
8. USE THE "TIT FOR TAT"
THEORY
The most powerful of all unconscious influences in our
society is the intense desire we have to pay people back for anything they
do to us. Therefore any time you do a favor for a prospect, the prospect will
feel positively disposed to do something for you. Every time you do something
for a prospect even if it's a concession to a prospect, it causes the prospect
to feel obligated to do business with you.
9. USE SOCIAL PROOF
A powerful unconscious influence in a prospect's buying
decision. People are strongly influenced by the numbers of people who have
purchased your particular product or service. Use written testimonials and have
a list of previous customers at hand, preferably with contact details.
10. GENUINELY LIKE THE PERSON
Seems silly doesn't it, but in reality there will always
be some people who we just don't seem to be able to get along with. The answer
is to quickly accept the situation and hand the prospect over to another
salesperson, rather than lose the potential business.
Tip
or Technique
In February we issued a special
edition of "Keys To Success" to announce our "Tips and
Techniques" Corner. In case you missed it, this new feature of our
newsletter will provide you an area to share what you know with our
readers. All your tried and true methods of doing business that bring
results and success. Not only will this provide you with additional
exposure to our 3,500 subscribers but you will also be entered in our contest to
win a FREE month of coaching with
Accelerated Performance Coaching Company - a $299 value. The winner
of the contest will be chosen on June 1, 2002.
So in get on the excitement and send
your Tips and Techniques today to tot@acceleratedperformancecoaching.com.
In your entry include your tip, along with your Name, Company,
City, State, email address, and contact information.
Here
is our chosen Tip for this month submitted by Cathy
Shultz:
Stay
in in with A team people by calling them every 60 days. Ask for
referrals. Mail them something of value every quarter. Do something
special for them such as: a Christmas gift, baseball or football tickets, dinner
for two, etc.
Cathy
Shultz
Re/Max
Centre
Jamison,
Pennsylvania
cshultz@erols.com
215.343.8434
or 800.547.8483
More
Tips from the Coaching Team
1
- Consistency, Consistency, Consistency! Do something even if it is not
perfect to keep in touch consistently.
2
- Monthly mailer sending something of value.
3
- Quarterly newsletter
4
- Phone call after each mailer or at least 5 times per year.
What
People Are Saying!
Coach Patti has helped me tremendously.
She has brought an awareness to me about myself that I have never known
before. I went from producing just about 2 million in 2000 to 4.6 million
this past year. She is my friend as well as my coach. I would recommend
her to anybody who wants a better, happier, more productive life.
Mary Kingery
CENTURY 21 United
7500 W. Grand Ave. Ste.21
Gurnee, Illinois 60031
847-265-1121 x23
e-mail mmkingery@cs.com
More
Information
If you are reading "Coach Patti's Keys to
Success" for the first time, Welcome! If you like what you have just read and want more information
about coaching, visit Coach Patti's website at http://www.coachpatti.com.
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