When A Client Insists You Have The Paperwork.

by blogadmin 8. January 2019 01:32

                                 John Karle | Sales Edition | January 8, 2018

Have you ever had a client tell you they completed the form and submitted it online, but you're unable to find it? Perhaps it's "lost in your email". This can often make for an uncomfortable situation.

How do you tell your client that you don't have the documentation when they insist they sent it in? I like to refer to two simple words, "trust and verify"; and I use these words when addressing the situation.

"Joe, I believe you that you sent in the document. Thank you for completing that. Please allow me some time to verify that the document was received and processed properly."

This is a great way for you to maintain your relationship with your client and/or prospect.

 

the Power of a Handwritten Note

by blogadmin 10. December 2018 03:43

  

  John Karle | Sales Edition | December 10, 2018

When was the last time you received a handwritten note or card? How did you feel when you opened it? It can be powerful.

Think about it. There's something special about going through the daily pile of bills and junk mail to find a hand addressed envelope with your name on it. In a world of immediate gratification and instant communication through technology, a hand-written letter allows us to take pause and feel connected to a human.

Starting this month and monthly for the new year, I encourage you to sit down and handwrite a thank you message in a special occasion card or note card to your top clients. If you are not sure where to start, aim for at least 3 sentences. Start with a (1) greeting and thank you, (2) something personal or complimentary, (3) a sentence about your client's business or your relationship with them, and (4) your wish for their success.

Here is an example:

Dear Bob,

I want to take a moment and thank you for being a client of "X" company. I've enjoyed your creativity and quick thinking and getting to know you over the past year(s)! I appreciate the opportunity to work with you and the business you've given me. Wishing you continued success in the new year!

All the best,

John 

Stop Talking and Start Selling!

by blogadmin 11. September 2018 01:14

We have all heard the saying, "we have one mouth and two ears." Thus, we should listen twice as much.

Do you know how to actively listen? To engage with the person speaking? Making eye contact, listening and jotting down a note or two shows your sales prospect that he or she is your sole focus.

Additionally, if you come prepared for the appointment, you will be able to ask the correct questions in order to help them solve their problem. Be sure to give the person a chance and enough time to answer. Invite them to expand on the information, by asking, "how so? why? tell me a little more about the situation." Using open ended questions invites more information and more trust.

Conveying interest using body language such as leaning  in to the conversation and putting your pen down also shows intent and interest.  

Try practicing these active listening skills at home. Your family will be amazed with the interest you are showing with these small techniques. Who knows? You may learn something about the teenagers in your life!

Your sales will increase as your listening increases. So, stop talking and start selling!

Best Wishes,

John 

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