Miah's Journey

Sales Caffeine Issue 346 Notes

Notes from Jeffrey Gitomer Sales Caffeine Issue 346:

• Every company must have loyalty as its mission, not satisfaction
• Every company must have loyalty as its imperative, not satisfaction
• The company must be loyal to its employees, product quality, and service excellence
• Loyalty must be given before it is received
• Can you answer these questions?
  • List all reasons that customers call you for service
  • List all barriers that you place in front of a customer connecting with you

Sales Caffeine Issue 345 Notes

Notes from Jeffrey Gitomer Sales Caffeine Issue 345:

• Always ask questions about your customer BEFORE you start talking about your product.
• Ask questions about:
  • What is the value of your product / service?
  • How will the customer profit from it?
  • What is the expected outcome?
  • What's the prospective customer's opinion of it?
  • How has the customer successfully used it?
  • What's the customer's perceived value of it?
  • How have others used it?
  • What do other's think of it?
• You need to provide:
  • Engagement
  • Differentiation
  • Profit
  • Perceived Value
  • Service offering both reactive and proactive
  • Ease of doing business
  • The customer's true desire and need of your product today
  • Likability of salesperson
  • Believability of salesperson
  • Proof of product, process, productivity, and profitability

Sales Caffeine Issues 343 and 344 Notes

• Do more than is expected of you - Napoleon Hill
• Deliver your message and take a do it or perish attitude
• Do whatever it takes
• A strong, solid work ethic, and the burning desire to succeed are not things that are taught or learned.
• Personal mission statement - It's one that says who you are, what your philosophy of life ans service is, and who you seek to consistently be to yourself and others.
• Sales Mission Statement - Create an atmosphere in which the customer buys, and be so memorable that they buy again, and tell other people how great your are.
• Service Aptitude - A person's ability to recognize opportunities to exceed a customer's expectations, regardless of the circumstances.

Sales Caffeine Issues 340, 341, and 342 Notes

I finally was able to catch up on the past 3 Sales Caffeine's from Jeffrey Gitomer. 

340 Notes:

1. How many sales do you want to make per day, per month?
2. What is the dollar value of your average sale?
3. To make your goal, how many dollars in sales do you have to make per day, per month?
4. How many prospects do you need to see to make a sale?
5. What is the set of numbers you need to get to these answers?

• Elements to your success formula
• • Your Attitude
  • Your goals
  • Your Network
  • Your power questions
  • Your power statements
  • Your sales tools
  • Your sales knowledge
  • Your preparedness
  • Your follow-up
  • Your sales numbers
  • Your prospect pipeline
  • Your commitment
  • Your self-discipline

341 Notes:

1. Do you engage your customers?

342 Notes:

1. Are your customers satisfied or loyal?
2. Loyalty is measured 2 ways:

• Will they do business with me again?
• Will they refer someone else to me?

    3.  Great service breeds customer loyalty
    4.  How can you better serve your customers?

Do you want to sell more?

If so call 5 of your company's existing customers and talk to them.  Find out why they bought from you and why they're loyal to you.  This will give you insight into the mind of your customers and will better help you position your services to your prospects. 

Do you stand while talking on the phone?  If not try it and see if your calls go better.

Provide answers to the problems and questions that your customers have.

Pricing and Value Creation

A few points about Pricing that I picked up at Business School that keep on coming back to me. 

Value Created = Buyer’s Benefit + Cost of Inputs

= (B – P) + (P – C)

= Consumer Surplus + Profit

= B – C

* P determines how much of the value is created by the seller, and how much is created by the buyer.

 

Commonly used but not good pricing techniques used individually

• Cost driven
• Customer driven
• Competition driven

Good pricing takes into account all three.

Ask for the Order

Great sales advice from Steve Kane who commented on Fred Wilson's Blog:

my father trained me in sales and he always always always told me, every time you talk to a customer or prospective customer, make sure you have a few extra minutes to ask them, what are your biggest problems? and, what would you love to have that you don't have?

in other words, don't only ask them, how do you like my product/idea? rather, try to get into their shoes and heads etc

btw, the best advice my old man gave, and the advice he drilled most emphatically and repeatedly was, ASK FOR THE ORDER. you'd be amzed how many people talk to customers forever and never actually say ask for the order...

Sales Caffeine Issue 335

Sales notes from Jeffrey Gitomer's Sales Caffeine Issue 335:

• What stories are you telling?
• Is that your firm price?
• Attitude is like exercise
• When you incorporate the study of positive attitude into your lifestyle, you'll start craving it every day of the week.

Sales Caffeine Issue 335

Sales notes from Jeffrey Gitomer's Sales Caffeine Issue 335:

• What stories are you telling?
• Is that your firm price?
• Attitude is like exercise
• When you incorporate the study of positive attitude into your lifestyle, you'll start craving it every day of the week.

Sales Caffeine Issue 333 Notes

Notes from Jeffrey Gitomer Sales Caffeine Issue 333:

• The real of attraction:
  • Take ACTION
  • Gravitational Marketing
    • Be sensational
      • Average sucks
      • Be interested in other people
      • Be unique enough to be remembered
      • Be fun to be around
      • Be credible
    • Position yourself as an expert
    • Determine who you want to attract
    • Know what sets you apart
    • Take baby steps