Be focused on what your goal is focus on that and break it down into smaller, daily steps.
SMM: Follow-up seems to be a huge issue for sales people, what are some tips for follow-up success?
JH: Whatever you say you're going to do, do it. if I say to you I am going to send you a report by the end of the day, I do it. It's very easy to not follow up and the highest percentage of people who don't close with a client, fail to follow up. Follow up is like a pre-test, if I say I'm going to do something by the end of the day and I don't, you're thinking why would I even do business with her if she can't even do that one little thing. The follow up must be part of your system. At the end of the day, go back and you look at what you did that day and then you make sure that if you had to make a phone call or send an email, do it by the end of the day. There is no other thing to do about following up, it's just doing what you said you were going to do.
SMM: If you could only offer one piece of advice to a sales person, what would it be and why?
JH: One of the most important things is staying focused. Sales people typically are shiny object people. Be focused on what your goal is focus on that and break it down into smaller, daily steps. How do you eat an elephant…one bite at a time. Let’s say the goal was to have 144 new clients by the end of the year. We break it down by the month, that's 12 per month, you break it down by the week that's 3 per week. If I said you need to close one person a day as opposed to 144 at the end of the year, that sounds more attainable.
Judy Hoberman, President of Selling In A Skirt has created a suite of workshops, seminars and coaching programs that take the negativity out of selling. Her 30 years in sales has given her both the knowledge and sense of humor about the gender differences that we should all understand and embrace instead of feeling unable to communicate. Judy’s humorous stories about how men and women sell, manage, recruit and supervise differently will enlighten you in learning how both genders can support each other’s successes in a more productive way.
Judy’s experience includes being an award winning Accomplished Corporate Training Director with extensive experience in training, course development and project management. She is a true entrepreneur at heart with experience both in the Self-Employed and Corporate arenas. Visit her site at www.sellinginaskirt.com
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I don't close, I have a conversation. This always works for me because what I do, I have a ton of questions that I ask, I make sure that they know I was listening. I always ask if they are ok with me taking notes because I don’t want to miss anything they are saying.