Dr. Drew’s Prescription for Sales Success

Dr. Drew’s Sales Tip of the Day

One frustrating item to a buyer is the simple, humble and sincere ability to provide customer service. It is such an easy thing yet many people screw it up daily. In the last several days I have sent several emails, placed calls as follow-up to, or provide initial interest in my workshops. Incredibly, I have not received one return call or email! I find it so ironic how we are taught to provide peace, love and respect to others, yet some treat others differently.

First no one is that busy and second whatever happened to professional courtesy. It only takes moments to return either voice or electronic mail.

The problem is two fold: 1) attempt to avoid confrontation and 2) there is a simple lack of training and focus on customer service. Here are my prescriptions for your success so that you do not emulate the poor habits of others.

Sales Tip Number One – Stop the bromide of watching the caller ID and monitoring your emails. Return all calls and emails to prospective and current clients. If you do not return calls your competitor will. Return all calls no matter the person.

Sales Tip Number Two – Procrastination is the death knell of all business. 95 % of the people are prone to procrastination and 20% are chronic procrastinators. Additionally, procrastination takes longer than actually doing what is needed. Stop wasting time on ridiculous things and return the calls and emails you need to in a timely manner. I learned a long time ago to return ALL my calls in 90 minutes and emails in 4 hours. And I do mean all calls and emails.

Sales Tip Number Three – Two of my favorite mentors (Dale Carnegie and Anthony Robbins) discuss the power of smiling. Service with a smile may sound cliché but when you illustrate passion in your performance you outshine others. Who would you rather speak to an energetic individual or Eye Or the Donkey [Winnie the Pooh]. All company representatives should illustrate concern and empathy for all clients and their issues.

Sales Tip Number Four – Stop the arguing. The best service organizations undertake the vital aspect of listening. When you listen you hear the issues better and understand the needs of the client. More importantly who is paying for the service you or the client.

Service is something that requires mastery. Your greatest assets are your customers and your greatest liability is poor service. Which is healthier for your business?

© 2009. Drew Stevens PhD. All Rights Reserved.

Dr. Drew is the author of Split Second Selling and five other books and hundreds of articles on sales, marketing, customer loyalty and personal mastery. His next book is Ultimate Business Bible – 12 Secrets for Ultimate Success. Dr. Drew conducts over 50 workshops, seminars and keynotes per year on sales, marketing and customer service. To book Dr. Drew or obtain his 12 Secrets to Sales Success visit www.stevensconsultinggroup.com or contact him at www.drewstevensconsulting.com/contact

This entry was posted on Wednesday, October 21st, 2009 at 10:54 am and is filed under Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.