Southwestern Sales Talk

I like simple–simple ideas, simple concepts.  (Perhaps I am just simple.)  Several years ago, I came across a recording from Dan Sullivan, president and co-founder of The Strategic Coach, based in Canada.  His organization only coaches entrepreneurs who make six-figure incomes.  In his audio, entitled “How the Best Get Better,” Sullivan states there are four ways to increase your “referability”–i.e. your clients’ willingness to refer you and your services to others. 

Wouldn’t it be great to have customers giving you leads?  To have Southwestern team members suggesting good prospects?  To have plenty of business through referrals?  

Here are the four habits: 

1) Be on time. If you’re not punctual, people feel their time is not important to you. Show up on time-or early. 

2) Do what you say. The world is full of people who talk a good game when they’re in the sales mode, but then fall short of their promises. Back up your statements with good follow through, and people will respect you and want to do business with you again. 

3) Finish what you start. How many of us know great starters, but not great finishers? It’s easy to begin, harder to finish. It’s fun to close the deal, but less exciting to follow up on the paperwork and the delivery. If you finish what you start, people will recognize this and your reputation will precede you (in a good way). 

4) Say please & thank you. Be courteous. View the receptionist as an ally, not as an obstacle to get to the decision-maker. Write a thank you note after the sale. The little things can help you or hurt you. 

These concepts sound simple, but salespeople often overlook them in their quest for the Next Big Sale.  Make these four habits, your habits and you’ll do well.

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