Articles by Fran Goldstein CPC CSP

Yes, it is the middle of the winter in New England.  Yes, we have been bombarded with snow storms and ice and cold … And it is only February!  What does that have to do with sales being “off”?  I dont know!!!

If you are in a slump, hearing rumors of a recession and combining that with the weather you will not get out of your slump.  It’s very common for people to fall back on the weather as an excuse for poor sales or not meeting quotas.  I hear it all the time from clients. 

My very first boss in the recruiting industry used to tell clients on the phone things like “Ah…this weather is so bad for business”  or “Spring will be here soon and sales will pick up”.   I remember thinking you gatta be kidding me!!!!  But it is true, I think it’s human nature for people to use the weather as an excuse for their own slumps. 

The weather excuse is contagious.  People buy into it.  They get into a headset that it is ok to be average during the winter.  Well, the truth of the matter is, if you buy into that you are leaving money & sales on the table! Managers and CEO’s especially set the tone with such comments.  Then they wonder what to do to motivate and hold their producers accountable…

Make sure you stay healthy and positive during the winter.  Business is out there and it is up to you to go get it!  I’m not saying the weather does not impact our moods…it certainly does.  But make sure you are practicing “Self Care” to stay positive.  Work out regularly, pay attention to your nutrition intake and focus like you never have before.  It will pay off and you will exceed your numbers and be ahead of the game when spring and summer come. 

Selling and the weather…. What’s your excuse?!

We all buy from someone we like or feel a connection to, it’s human nature. That’s why sales is a relationship business no matter what it is you sell or produce. The beauty of sales over time is the residual or repeat business. Relationships breed relationships and referrals breed referrals. Multiply those over a 10 year career or a 20 year career and you’ve cultivated quite a client base!

Everyone knows setting the bar high and exceeding those expectations keep clients loyal and singing your praise. The work in sales however, comes from being able to set the bar high and leap over it each and every transaction or sale you make. As simple as it sounds, think about your lost customers… Go back and analyze what happened to that bar you set. Do you find a connection between the two?

An example that comes to mind is my car. My father always bought Buicks from the same salesperson at the same car dealer his whole life. So did my mom. That kind of loyalty is one of my core ideals. I have bought my cars from the same guy for years. His customer service bar was so high and he always exceeded my expectations in some way. One time he came out to pick up my car when it needed service, another time he arranged a complimentary loaner for a weekend trip we were taking!

Three months ago I bought a new car. Called the same guy up… he was eager to see us and made time that afternoon. We test drove a couple cars & he closed the deal that day. I boasted to my husband “See! See why I always buy from him! Isn’t he the best! Aren’t I so smart!!??”

Mud on my face big time.There were some minor issues with the car that we weren’t aware of or told. I had to chase him down this time for service. Something felt different, as if he was taking my business for granted. Each call there was less energy and customer service to his tone. At one point I felt like he had written my sale off (mentally) and was done with the follow up issues. I couldn’t really put my finger on it.

Then one afternoon I got a call from him. I was assuming it was a follow up call to the one outstanding issue. Instead, he asked me if I got the follow up survey from the dealer. I hadn’t. He said he would send it again and to please complete it because the survey is tied to his commission! Not a word about if my service issue had been taken care of.This was my last car purchase from him. And I won’t send any more referrals his way. Will he ever know? Does he even care? I don’t have a clue.

Think about your lost sales… Did you lower the bar with out realizing it? Did you maybe, just maybe take that client for granted? It’s never too late- that’s the other beauty of sales. But it is up to you to recoup and set the bar back where it was when you made your first sale with that client. It’s never too late. Define your bar, measure the ROI and watch your sales explode!

 Ever wonder why people buy from you? Most salespeople aren’t conscious of the perception they create.  They focus on their presentation, sales technique or product.The truth is selling is all about perception! Think about it.. when was the last time you bought something from someone you just didn’t like???? NEVER! (unless you had no choice & knew you wouldn’t buy from that person again.)No matter what you sell- staffing, copiers, iphones or Mercedes, the very first impression you make to a prospect determines their interest level in buying from you. How confident do you sound? Does the passion for what you are selling come through in your presentation? Are you articulate or are you stammering over big words you aren’t used to using, just to make an impression? Do you stop and really listen to your client’s objections and concerns?

When was the last time you recorded one of your cold calls? How often do you practice your scripts to make sure they are updated and written in a style that matches yours? (what scripts?!) Do you know what your word fills are? What happens to your voice and body language when you get nervous?

The beauty of sales is no matter what you are selling, you have total control in how you deliver your sales presentation because it’s really all about you! You have the ability to look, dress and communicate the way you choose. Not many other professions come with that much autonomy, just think about that!

Before you make that next cold call or client visit, take a look in the mirror. Listen to your own voicemail. Practice your scripts and record them for word fills and confidence level. Do your dress, demeanor and communication style create the perception you want?

Client objections don’t have to rattle you. They are part of the buying process. You can minimize client objections by coming out of the gate strong, confident and passionate.

Just ask yourself, would you buy from you?