I found this interesting blog today:

“There has been a lot of hype and noise surrounding Steve Jobs‘ appearance at the WWDC conference and not just because of the new iPhone launch either.  His gaunt appearance started a furore amongst the tech analysts and journalists as to how his health was, it was material they claimed.

Sally Church, Oncology Market Trends, Jul 2008″

The whole article is a good read, and having met Sally on several occasions, I know where she is coming from.
Couriers need a lot of information and if the truth be told, if a companie’s transport was going well, would we be in there collecting and delivering?
If we knew the health of one of our main customers, would it affect the service we gave them? Would we still be available?
I know we would be.
In business, others don’t think that way and does knowing all the minute details make a difference? To them it does. To your customer it does. Lifetime value of a customer means just that. Lifetime.

So, what exactly does being ethical in business mean?
Sarah
Ethical, Greener, efficient couriers

A customer is standing by the vacuum cleaner display. The Sales assistant approaches the customer and asks “are you looking for an upright or cylinder?”

Which letter best describes the selling skills?

Product knowledge know what you are selling.

Acknowledge customer – make eye contact

You now establish the customers need & wants

Match the products to the needs & wants

Ensure the customer is satisfied.

Now close the sale

Take the money!

I was inspired by this when I visited the local electricity shop. It is kiss inspired (keep it simple stupid).

Source: Leo Cussons, Work Connexions Link

I like the idea of following “payment” to make the sale.

Does it only work for face to face sales or can it be adapted for over the telephone and when you need to sell services?

What else other acronyms do you follow to make the sale?

Regards

Sarah Arrow

Sales success for when you drive for a living
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I have put together 5 tips that have worked for us.

Have a read, try them and tell us what you think.

1. Be a human.

Have you lost the human touch? Companies don’t buy, it’s people who buy, and they buy other people.

2. Advise more than you sell

You will sell more as a person who is trusted for good advice than, someone who goes straight for the kill.

3. Be approachable

If you go for the hard sell every time you met your customers, they may dread your phone calls and visits. Be personable, be approachable and you will get more business.

4. Every impression counts

From your first meeting, to your last meeting. Make every impression a favourable one, it’s you who they will be more inclined to remember and call.

5. Don’t take your customers for granted

When things are tough, many companies look at ways of saving money. Don’t take it for granted your customers will always come back. Treat each sale with respect, and if there are ways to save money tell your customer and they can make the decision.

What do you think? Want to share some of your own with us?

Sarah Arrow

Sales success for freelance and self employed couriers 

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