One of the most powerful aspects of sales is being different.
What is WOW!? WOW! is sales.
WOW! separates the strong from the weak.
WOW! separates the sincere from the insincere.
WOW! separates the sales pros from the cons.
WOW! separates YES from NO.
WOW! is the full measure of your sales power and the way you use it.
Are you WOW!? Is WOW! a factor in your selling process?
How do you WOW! the customer?
You can measure how much WOW! is in your sales effort by evaluating yourself against the following 8.5 guidelines of how to be WOW!:
1. Be persistent. To reach the prospect, to get the prospect your information, to get information about the prospect, to appoint the prospect.
2. Be knowledgeable about the prospect. Your knowledge of the prospect and his or her business is often critical to completing the sale. Use the famous “Mackay 66” questionnaire as a guideline for how much information is needed. Go to www.gitomer.com, register if you are first-time visitor, and enter the word MACKAY66 in the GitBit box.
3. Be prepared. Have a perfect presentation that you’ve rehearsed. Have a written proposal for what you want to accomplish or sell. Develop support tools and support documentation. Identify all possible objections, and prescript, test, and rehearse responses for each of them.
4. Be ten minutes early. It’s best to arrive a little early. It’s always a disaster to arrive late. Carry a light load (only what you need for the show).
5. Be professional. Great clothing, professional accessories; briefcase, business cards. Have everything crisp and clean.
6. Get to the point quickly. Then question, listen, and question. Talk straight to the point. Get your meat out in five minutes or less. Write down your thoughts when the prospect is talking. Don’t interrupt.
7. Separate yourself from your competition and everyone else. Have creative, new ideas. Have the sale in finished form (design done, preliminary layout, sample). Have a WOW! presentation. Have a comparison chart of key areas where you beat the competition. Do things no one else would do.
8. Be confident in what you say and the way you act. Build rapport first and keep building it during the presentation. Use humor, use humor, use humor. Act and speak as though the deal were done. Use your manners. Think back to your mother screaming at you about how to act civilized and do it. Don’t confuse confidence with cockiness. One works; the other fails.
8.5 Be WOW! yourself. You must be positive, enthusiastic, focused, polished, and convinced. You must be outstanding enough to be memorable.
*Excerpted from Jeffrey Gitomer’s Sales Bible: The Ultimate Sales Resource
