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Scripture teaches us that when we are asked to go one mile, go another one.Every self-help author I have ever known or read has in some way espoused this critical philosophy.Let me take an excerpt from one of the books by one of my mentors, the late Og Mandino. (A Better Way to Live.)“Today and every day, deliver more than you are getting paid to do. The victory of success will be half won when you learn the secret of putting out more than is expected in all that you do. Make yourself so valuable in your work that eventually you will become indispensable. Exercise your privilege to go the extra mile, and enjoy all of the rewards you receive. You deserve them.”I couldn’t have said it any better.How can you go the extra mile in sales? The following are a few examples. Some may relate to you and some may not. The thing to do is develop a list of actions you can take with your product or service that will demonstrate this law. Again scripture says, please keep in mind that I am still an amateur on the Word of God, “Cast your bread upon the waters and after many days it will come back to you.” Emerson in his essay, The Law of Compensation also says that, “What you send out will come back, but it won’t always come back when you want it to or from the same source or in the same form that you sent it out.” The key is to develop the habit of sending it out. What can you send out? Your knowledge, your experience, your time, your attitudes, your passion, your belief and your skills.Here are the examples:1. When a customer asks for a reference, give them several.2. When a customer has an after sales problem, don’t just delegate or pass the responsibility for the solution, get involved and stay involved.3. Develop a stake-holder relationship with your customer.4. Whenever a prospect or a customer asks for anything respond sooner than they expect.5. Consistently surprise your customer with “WOW” service. Always leave them thinking, “I am so impressed with this organization. I am glad we are doing business together.”What is your sales strategy? Do you typically give more service than is expected or deliver just what is paid for? Do you give your employer more than they pay you for or do you stop just short of – going the extra mile?Many of you who have been in my sales seminars know about the concept of being a resource for your customer or client, thereby creating Psychological Debt. (If you are not, buy a copy of my best selling book, Soft Sell today.) Being a resource is just one way to go the extra mile and you may recall I have said that when you do it is with no expectation of return. It is just how you are distinguishing yourself and your organization in the market place.
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Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com
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