In today’s economy, when the competition is more fierce than ever, could you use some basic sales advice to help you get re-focused and back on track?

Have you ever “blown the chance” to really make a good first impression on the “big boss” because you were tongue-tied and couldn’t get beyond stammering your name?

Have you ever missed the chance to get an appointment because you were too scared to pick up the phone and follow-up on a really great referral?

What’s that got to do with basic sales advice?

The ability to sell youself is first step to getting what you want, either personally or professionally.

Selling yourself means starting a relationship that allow people to get to know you.  Here are three critical steps to building that relationship:

• Ask Questions
• Serve, Don’t Sell
• Follow-up

Uncover your prospect’s needs. In a networking environment, What kind of work do you do? How did you get into that business? What do you like best about it?

Focus on serving the other person, and in the process you will make a positive first impression. Here are three relationship-building questions:  Are you currently doing all the business you can handle?  How would you describe the ideal business referral for you?   May I have a couple of your business cards and stay on the lookout for you?

Within 24 hours, follow-up with a quick note, email, or phone call that reinforces how you met.  Re-state what you are looking for on their behalf.  Make this your mantra:

People do business with people they know like and trust.

When you focus on putting another person’s needs ahead of yours, that begins a solid relationship that can benefit both of you in the long-run.

Tip of the Day

My tip of the day is to attend a local meeting of Toastmasters International.  This program provides you weekly opportunities to gather with like-minded people who are committed to self-improvement in both communication skills and leadership.  Practice builds your confidence, improves your speaking skills, and increases success, both personally and professionally.

Visit www.toastmasters.org for a club near you. And please drop me a line about your experience.

In the meantime, take a minute to sign up for my free newsletter and free download the first two chapters of my book, Integrity-Based Communications.  You’ll find a few more stories and tips to increase your sales succcess.  And it’s a quick read.

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Has your existing sales presentation training taught you to stop cold calling by building a straight referral business?

Chris is an attorney who was never taught to sell.  She was brand new to the sales game.

It wasn’t until she started her own law firm that she realized that “nothing happens until you sell something!”

Law school didn’t prepare her for selling in the business world.  She certainly did not how to make cold calls on total strangers!

Thank goodness a solid business friend — her financial advisor — taught Chris ways to build a straight referral business by leveraging her relationships with like-minded business people.

Chris learned ways to build new business that you can easily replicate:

• Make a memorable impression, so others can easily refer business to you.
• Network to make contacts which will build your business by referral.
• Realize your financial goals by interacting with like-minded people.

To make yourself remembered, create a 60-second introduction that can be adapted whether you are networking at a Chamber of Commerce meeting, socializing at church coffee hour, or cheering at your child’s ball game.

Include your name, company, brief description of your product/service, and — if appropriate and natural — your personal passion.

Mix up the components to make your delivery smooth and easy, depending on the situation.  Give listeners something to remember about you, that makes them want to refer you to their clients and business associates.

Check out the largest business networking organization in the world, BNI: Business Network International. Chapter members, in non-competitive business categories, meet weekly to share ideas, contacts and most importantly, business referrals.

In a BNI meeting, your :60 intro includes what is an ideal referral for you, a specific request of someone you would like to meet, and a tag line or memorable “hook” that is unique to you.

There is a fee for membership, but the return on investment is well worth the time and money.  Go to www.bni.com to find a chapter.

Create your own Master Mind Group and reap the power of alliance with like-minded people committed to mutual success.

According to Napolean Hill’s book, Think and Grow Rich (1937), Andrew Carnegie surrounded himself with people “for the definite purpose of manufacturing and marketing steel.  He attributed his entire fortune to the power he accumulated through his Master Mind” group.

Sign up for a free download of the first two chapters of my book, Integrity-Based Communication.  Learn to use the power of truth-telling to increase your success in selling.

Simply fill in your email address above.

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Are you in the market for sales training courses that  can help you prospect more effectively and make sales more easily?

After years of sales success in Atlanta, Anthony found himself in a rut, knowing that something had to change.  He said it’s harder than ever to get appointments, that many of the professional office buildings had upgraded security at the door so you can’t even get to your prospect’s personal gatekeeper!

Sound familiar?
So, where can you find sales training courses to help you make sales more easily?
Anthony found a few that asked questions like, “Where might your ideal customers be found?  Who can help you meet them?”  

The short answer was, “From current customers who already know, like, and trust you!”  
Here were three tips he began to sue right away:

1. Client referrals - inside the company.
Ask your happy clients for referrals inside the company.
If you don’t ask, chances are they won’t volunteer.  
If they are happy, they already know that you’ll make them look good by referring you to their business buddies.  
Ask for an introduction to additional influencers and decision makers inside your client organization.

2.   Client referrals - outside the company.
Your happy clients also have counterparts in other organizations.  
Guess what –they have the same needs as your client.  
Ask your client to share names and make introductions, even if just by email.

3. Professional meetings are a great way to connect with new prospects, especially where your customers are active.
Tell your customer you’d like to attend an association meeting, and ask if you can sit together.  
If you’ve done your homework, your client will become the best tool in your sales kit.  
Have you seen the Fidelity commercial on TV, where the client does the selling?  
When your clients are excited, they’ll do it for you, too.

If you want to sell more with less hassle, try these three ideas for leveraging your relationship with your best customer.   We’ll talk about more referral ideas tomorrow.

Speaking of sales training courses, be sure to get some free tips for using truth to get what you really want.  Download the first two chapters of Integrity-Based Communications by entering you email address above.

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In these times of recession, when it seems harder to get appointments, how can you improve relationships to win more sales now?

Kathy is an acknowledged “sales superstar” who learned the answer from her largest client, a major retailer. In December of 2008, Kathy’s largest client said, “When we get together next time, I’d like you to tell me what I can do to make it easier for us to do business with one another. I can’t promise that I will be able to do it, but I want to know what would be helpful to you.” Kathy was stunned, but pleased. No client had ever asked for her opinion on what would make it easier for her to do business with the buyer! She thanked her client for the thoughtful assignment.

By their next meeting, Kathy had given careful thought to what her client had asked. She repeated what she had heard the client say. Kathy’s request was simple and direct. The client said she would try but couldn’t make any promises, and thanked Kathy for responding.

So far, Kathy has not received the specific information requested. But Kathy has been introduced into other departments, and is developing new relationships within the company. She’s also quoting on several new items that she had never provided the client. It appears that Kathy’s business with this client will improve dramatically in 2009 and she will retain her “sales superstar” reputation.

So, what did Kathy learn about how to improve relationships to win more sales now?

These Communication Tips can effectively improve relationships to win more sales now:

1. Listen to your clients.

2. Pay attention.

3. Follow up quickly.

4. Ask for feedback.

5. Be Proactive.

If a client takes time to volunteer information, it’s a sign that they are comfortable with you. Build your relationship by collecting tidbits of information. Keep a file to remember their hobbies, children’s names, important dates and upcoming events of interest.

Take your client’s comments and requests seriously. Weave references to the information into future conversations. Refer to the client’s needs. Find out how the requested information was used. Did it help your client accomplish their goals?

Take the initiative to learn about your client on a deeper level. Everyone likes to feel appreciated and special. Whether you “make the sale” or not, you will advance and deepen the relationship using these communication tools.

Serve First.

Above all, remember to demonstrate service to your client before sales for yourself. The two go hand in hand, usually in that order.

Sometimes you get lucky and the client gives you an opening, but most “sales superstars” will admit that a lot of attention was paid to helping the client before the luck kicked in.

Oh, by the way, help yourself to a taste of Integrity-Based Communications. You can download the first two chapters for free now.