Shared understanding

Think about it. Your sitting in on some meeting somewhere and up pops a totally irrelvant idea for that time. What do you do?  Whip out the recorder and try talking into it? Change the conversation flow becoming the unwanted centre of attention.  [Great if you are at a wedding listening to the father of the grooms speech!].
No. Y you grab a bit of something to write on [table napkin, scribble pad or even piece of skin] and scribble furiously.

Now get to the time where need to remember what it was you actually were writing about and what happens.  Your blank.

Use of multi media greatly improves shared understanding through the avenue of shared seeing. Shared seeing involves animation, videos, power point presentations, music or voice overlays that take the client directly into what you want them to experience.  Putting this multi media into action your client follow up beings to look promising.

Since you have spent time listening to your client describe what they need, or you have left them with a further thought, send direct to that client an email with an attached tailor made company's page that addresses their specific needs. On the page have preselected  targeted visual stimulation presentations that range only two minutes duration. Add a free bee, other information and a direct survey for their needs.

• Note all feed back is classed as paper work and must be treated accordingly.  Email the information to the relevant people within the business you represent.

Visual representation explains to the client  why they actually want the product you are selling.  Sending the client a link to the information gives the client the opportunity for some down time viewing. The client may even pass the link to another, or other people, for their reviewing. Effectively you are setting the sales scene by arousing the clients discomfort of dissonance.

Rather than just sending a series of disjointed bits and pieces - have a presentation prepared through Google Documents. For on going information updates refer the client through to the relevant site ie.

Free updates on - Safety and Security for You - and your staff - just hit here.

The actual line gives you something, names the something and then tells you to action it here.  Has your trigger finger been tempted to hit the here yet?

At this point you have done the following

• Followed up on what you have said you will do.
• Gained a measure of trust that you will follow though.
• Given the client breathing room or the ability to share their work load through the appropriate channels.
• Set the scene for closing the sale.
• Triggered the connection between you and the client, the staff and their family connections.
• Increased the traffic flow through to the business you represent continual data service.

Just a question here. What happens when the client sees something that easily could be a before and after shot of similar problems they either are having, have experiences with or may be in fear of having.

Yes you have included a tailor made survey in the document you have sent have you not?

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Exit with appreciated thanks

Are you scared of making yourself to raw or of having your trust smashed? What happens when you refer someone on  and there is a much up.  Things just did not work out, ended up messy, with painful repercussions and complicated outcomes?

When  a salesperson approaches someone in the visited building that salesman is asking the other person to represent them. In effect to trust them, make a complimentary judgement and then refer them higher up. Your network of people has increased.  The referrer has opened the door to you.  All this work so why would you want to have it slammed behind you?

That same salesman wants, and needs, to make a good impression in order to better the commission chance - correct?

Here is the crunch. Often people approach someone , they refer them on, consequently the referrer gts trampled on if the sales person attitude rubs the boss the wrong way, or simply offers a good product at the wrong time.

As the sales person disappears out the door the referrer does not even get a good bye or a thank you.

Take time to make a good impression on the way in.  remember that it is not the way in you are remembered for but your exit.  Spend that time personally saying your thanks.  Leave the referer a card as a complimentary thank you please remember me ticket into your  next call back.  The time you spend leaving the place you have enetered makes for a more relaxed acceptance for when you do a follow up.  The relaxed attmosphere rather than the chilled 'over there' nod has already marked you in their bosses eyes.

Thirty seconds spend in acknowldegement when leaving gains you miles and minutes when you finally pitch your wears to the boss.

POW

I have realised that I am a W.O.W.  This is good.

But there is something bigger than a W.O.W.

That is a P.O.W.  That is a Person of Worth.

Are you one too?

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The mum test

Business sales person have one very basic conscience checker.

That's the one that says..."Would my mum be proud of me if she knew what I was about to do?".

Think about it !

Is the action worth the reaction?

When and if things ever came to this point do you really need this check point.  Your decision has already been made for you.  Are you ready to have to keep looking over your shoulder just to check up on things?

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