Margo Chevers
Northeast Leadership

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How to get UP On a down day

Stop The B.S.

What Do You Want To Be When You Grow Up?

The Chevers Report March 3 , 2006 

Volume # 1 Edition # 12

12 Tips For Sales People
star To be successful in sales, remember, the quality of your questions will determine the quality of the information you’ll receive from your prospect. And it is through quality information that you make sales.
star Most prospects create a barrier they put between you and them. The first rule of making the sale is to make your prospect comfortable enough that they put down that barrier.
star When you lose a sale, ask why. This will give you insight into what you are doing right, wrong, or how to position yourself in comparison to your competition.
star Keep a “lost sales” log. This, along with the previous tip, will help you measure your progress. For example, if you lose 5 sales per month, you know you’re improving, if with the same activity level, you start to lose only 4 sales, then 3 sales, etc.
star Wants vs. needs can be two very different things. When you are going through the needs assessment (question asking) with your potential client, when you can differentiate these two and help the customer understand the difference, you have a better chance of making the sale. Don’t underestimate the power of the “want”.
star Value vs. price. During the sales process the question that is uppermost in the customer’s mind is: is this product worth the money this company is asking for? There are many things that make up the value of the product. It is not price alone. The quality of the product, the swiftness the customer can get the product, the return policy, the customer service, the follow up, the education of how to use the product, the availability of the sales person after the sale all go into how the value of the product is perceived by the customer.

Customers buy only when the value of the item or service is equal to or greater than what they are willing to pay.
star Many sales are lost because the salesperson didn’t ask for the order. So make it a rule to always ask for the sale. As Wayne Gretzky, the great hockey player, said, “I miss 100% of the shots I don’t take.” In other words, if you don’t ask for the sale, you will definitely lose that one.
star Your attitude will greatly influence the outcome of any interaction you have with a customer. Whether it is to make a sale or servicing the customer. So work on your attitude on a daily basis. Read positive books, subscribe to a motivational quote of the day, listen to positive CDs on your commute and focus on your desired outcomes. These are just a few of things you can do to keep a positive attitude.
star It is important to keep in touch with a prospect. Research tells us that it takes between 7-8 “touches” before they buy. That means that you need to stay in touch by phone, mailing them something, emailing them with information or setting appointments with them. This is why follow up is so important.
star Use the physics law of inertia to make yourself successful. The law states: a body in motion stays in motion and a body at rest stays at rest. For us as sales people, it means that if we stay in motion, doing the things we are supposed to do, it is easier to continue. But once we stop doings things, it is much more difficult to start up again. A prime example is making cold calls. The first one is the most difficult. The second one is slightly easier, but then the third, fourth, etc. get easier and easier and we hear words like “I’m on a roll”, to explain how a salesperson feels when they stay in motion.
star Most everyone sets annual goals. This is an excellent idea. But setting goals on a monthly basis is much more believable to the individual. It’s also much more manageable. 30 day help to focus your activity on what needs to be done in the immediate future. Too often, when we set a goal, we don’t get real serious until the deadline is looming in front of us. If that deadline is every 30 days, we will work hard toward achieving it instead of waiting until late fall and realizing how off our goal we are and then trying to make up the difference.
star Weekly and daily goals will accomplish the same. I break down my monthly goals into daily actions that must be done to achieve the 30 day goal. I then review the results mid-way through the month and ask myself how close to my results I am. If I’m not going to make it, doing what I’ve been doing, I ask myself what different actions I must take in order to achieve my goal. This last is extremely important. Because if we find that what we’re doing doesn’t get results, then what about what we’re doing has to change. After all, as we all know, the definition of crazy is doing what we’ve always done and expecting different results.


Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars to a diverse cross-section of industries for the past 19 years. To receive her free 10 top tips for exceptional customer service, call (800) 858-0797 or email

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© 2006 Margo Chevers


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