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Discovering Your Special Secret

November 3, 2011 by Gloria Keith

 

JUST FIND IT… there is a great story about the UPS Courier Company and a discovery that changed their results.  It was a small discovery but it made a huge difference! One of their drivers pointed out that it was a lot faster when on route to turn right than to turn left. Turning right is much simpler and you don't have to deal with oncoming traffic.  More deliveries in less time. The suggestion… set up the delivery schedule so that "all you do is turn right". No more left turns.  Doesn't sound like much but apparently it made a huge difference. Now that's one of their rules of operation. Brilliant! What is your special secret? What could you do that would dramatically change your results?  What new rule could you introduce to the way you do business every day?

Here is your ACTION STEP… Great Salespeople have their own personal set of rules. Here are some proven Sales Rules that deserve serious consideration, maybe your "right turn" is below:

Rule #1. I always find out what they need before I offer my solution. Jumping to conclusions prematurely is a mistake. Ask that extra question just to be sure.

Rule #2. I always close one more time than is comfortable for me… it is amazing what that does for my customers and my results. We know that "everyone needs a nudge"… some Customers need an  extra nudge.

Rule #3. I always ask for referrals. People love to help. When you are a satisfied Customer you feel good and you tell people about it. It's natural. Why not ask your Customers to do exactly the same thing?

Rule #4.  I always deliver more than they expect. I am careful not to overdo it but "going that extra mile" not only makes your Customers feel better… it  will make you feel better. Then it's easy to follow with Rule #3.

One of the rules for success is to have rules for yourself. A rule is something you do every time, it is not optional. So before you say to yourself that "I already do these four things", ask yourself this question… "are they really my rules or they just my guidelines"?  There is a huge difference! Do you follow your particular rules religiously, meaning every time or just when it's easy? If not, start today. Once you take out the options it becomes a lot easier because you don't have to think about it… you just do it.  Identify your special rule and implement it today. Pick one and never look back.  NO Excuses

Filed Under: Blog, Sales Training

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