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Sauber & Associates, LLC Newsletter Cultivating Potential.... Realizing Results
April, 2004
Greetings! I am grateful to all who sent emails and notes of encouragement about our ezine. I am delighted you are finding it worthwhile and passing it on to others. My goal is to send out tidbits of news and information which you might find helpful.
I am busy working on the curriculum for the Sauber SellMORE (tm) system-- a 10 week sales intensive, which I hope to launch by Fall, 2004. It will be an all inclusive program, which will benefit sales people in all positions: inside, outside, retail, telephone-- in any industry. I am very excited about it. More information will be announced in the future.
In this issue
Establishing Rapport Set Yourself Apart An Assignment Reach for the Stars An Opportunity and a Bit of Inspiration
Set Yourself Apart In today's competitive market, you need to be and do more than just know your product and be able to tell others about it. You must be able to set yourself apart from the myriad of other sales people competing for the prospect's business. What can you do to have your client's raving about you? Think about it-- what exactly do you have to offer that makes you special? This is very important to prospects. One of the things I always did was give out my home number. I wanted people to know they could reach me when they wanted to. Not once in my entire sales career, did anyone ever abuse it!
I kept track of birthdays, anniversaries, children's names and special achievements; I sent cards for all occasions. This made me stand out from almost all of the other sales people my clients had ever worked with. While new prospects were not aware of this particular thing that I did-- my current customers certainly knew it.
I offered references to my prospects. I told them I insisted they call at least 3 of my references. I wanted them to hear what others had to say about me. What they heard was how wonderful I was, how attentive, how committed to them as people, not just customers. It made a big difference in my success; it will in yours as well.
An Assignment Think about what you can do to make yourself stand out. What you can do to have people raving about you? Make a list of things you think can/will take you and your business to the next level and have people spouting your greatness to all of their friends and business associates.
Someone shared the book, Raving Fans, by Ken Banchard, with me; I'd like to suggest it to you.
Setting yourself apart is one of the easiest ways to build your business. It doesn't cost you much. It will have people talking about you and the results last forever.
Reach for the Stars Many of my clients are entrepreneurs and small business owners or people working in executive and sales positions in larger organizations. Each of us has dreams and goals. We have a picture in our mind's eye of what it is we truly want to achieve. REACH FOR THE STARS!!
It is sometimes challenging to stay the course-- when we have days filled with problems and bills that need to be paid and not enough that came in to pay them with- - DON'T GIVE UP and don't get disgusted. You have a purpose in life; stay the course and keep on going. You know what you need to do; just keep on doing it and know that even Einstein had his challenges. All great leaders and educators had days and weeks when things weren't going the way they expected them to go.
However, they never gave up; they followed their hearts and dreams to success. Many who made large contributions to our world in the areas of inventions, medicine, freedom and more all started out exactly like you-- with an idea, a dream, and a goal. They didn't lose faith and neither should you!
Set your intention; know you deserve success and abundance and move in the direction of your dream!
An Opportunity and a Bit of Inspiration I welcome articles or tidbits of information you may want to share with our readers. If you have something you'd like to contribute, please email me at: iris@sauberaa.com and let's discuss it.
You were born with potential, You were born with goodness and trust, You were born with ideals and dreams, You were born with greatness, You were born with wings, You are not meant for crawling, so don't. You have wings; Learn to use them and fly.
Rumi
Establishing Rapport One of the most important things a sales person must do is establish rapport with her/his prospect. If this does not happen, neither will a sale!! Establishing rapport is more than making small talk. It is synchronizing your pace to the prospect's. It is modeling your body language as well. Only 7% of our communication is done by voice. That's right-- only 7%. What makes up the rest of it? Our body language (55%) and tone of our voice (38%). You can model your prospect's body language. You do this by shaking hands the way they do; tilting your head in the same way, and sitting in a similar way-- if she/he crosses her legs, you do the same. You can also pace your speech to the speed of theirs and be mindful of your tone.
Why would we want to do this? The answer is a simple one: people buy from people they like. We like people we perceive as similar to us. The more the prospect can 'identify' with you, the easier it will be to build a rapport, trust and a relationship which will promote business.
I will be speaking more about this subject at Ty Howard's upcoming "Get More in 2004" event on May 24th. You are all invited to come. Contact Ty for tickets: 410-644-5622. I will also be presenting a look at the SellMORE system for Women of Wisdom on May 20th. You can contact Gloria WOW's director, for details 410-997-3838.
Quick Links... Visit our calendar for upcoming events
email: iris@sauberaa.com
voice: 410-318-8877
web: http://www.sauberaa.com
Sauber & Associates, LLC · PO Box 5770 · Baltimore · MD · 21282-5770 Forward email
This email was sent to iris@sauberaa.com, by Sauber & Associates, LLC.
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