The Positive Value of 1, in Sales as in Life
We often overlook the affect ONE more event or ONE more action can provide and its positive results. Take for example the following items and the tremendous impact on your revenues as in your life.
Get to the office 1 hour early.
Remember the adage “The early bird gets the worm?”. That 1 extra hour first thing in the morning can be the most productive time of the day. You’ll have a better chance to reach decision makers with fewer distractions.
Suggest 1 more idea to help a customer improve their business.
Schedule a breakfast meeting or lunch with your customers but instead of trying to sell them something, focus on learning more about their particular challenges. Be more of a business partner.
Send 1 more thank you card or note.
Very few sales people make the effort to thank their customers. You can stand out from the crowd by sending hand written notes to thank customers for their most recent order, meeting with you, or sending an on-time payment. Also send a note when you see their company mentioned favorably in the news. Notice the social media updates from your CRM system to help.
Make 1 more cold call every day.
One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those meetings could you turn into sales? Think of the impact on your business.
Invest 1 more day per month developing your skills.
Many of the most successful people in business invest in themselves. Look into workshops, conferences and participate in webinars and tele-seminars on a regular basis. Change happens too quickly and you need to keep growing.
Suggest 1 more additional item to every customer.
This is particularly important if you sell lower priced items or work in a retail environment. Too many sales people focus on getting the initial sale. However, almost everyone has additional items, products, services that could be beneficial to their customers. Your CRM system can easily show past purchases and buying trends.
Ask 1 more question during each sales call.
Before you start “pitching” your product or service, ask your prospect 1 more question. Save that knowledge in your contact management system. This question might give you the additional insight you need to more effectively position your product or service.
Address objections 1 more time before giving up.
Too many sales people give up too soon when faced with objections. Of course, don’t beat your customer into submission in order to close the sale. However, tackle each objection 1 more time before you give up.
Send 1 more email to the prospect who has been sitting on the fence.
People sometimes need a little push and encouragement to more forward. But, in many cases, their time is occupied by other projects and priorities which mean they are not focused on your solution. These gentle reminders and being politely persistent will be appreciated. Even though they may not be ready to make that particular buying decision, you will help keep your name in their mind.
Ask for 1 more endorsement or testimonial 1 more time.
Endorsements and testimonials are greatly under-utilized by most people in business today. Quite often we ask a client for a testimonial but because they have other priorities, they forget. Call them or send an email and politely request the testimonial again.
Pause 1 moment longer than usual before responding to a prospect’s question or request.
This often prompts the other person to blurt out something they had not intended to say. The secret behind this strategy is that most people are uncomfortable with silence and will begin talking to fill the “dead” air space.
Read 1 more book every month.
Expanding your knowledge will help you become more successful. Read books related to your industry or that will provide insight to helping your improve your skills in specific area. Although it is a tiny number, 1 can make a powerful impact on your top line sales, your bottom line profits and in your life. The 1’s can easily add up and have significant impact.
Experience 1 new insight each week.
Experience is the best teacher. Pick an activity, a non-industry magazine to review, or a contrary point with an open mind. Its not whether you win or lose at the experience but the fact that you gained new perspective and new knowledge.
ACT – pick 1 of the items now. Results will happen.
What is one other action you have used that had a positive result?
