Sales Strategy – “Sales Is Like a Raffle, You Must be Present to Win” by Darryl Turner
I had the opportunity recently to speak to a large audience on Southern California. During this event I was very specific. I was specific in the areas of structure, procedure, processes, and sales strategy. In fact, I was actually very specific in the lack of these things, not the presence of them.
We all know that the most common time any title company picks up a new customer is when they are receiving bad experiences from another company. We know this to be true and also allow this fact to make us think they actually selected us. Here is something to think about. “Even ugly people can get a date if they are the only ones left”. As much as this thought might make us chuckle, it is actually what happens every day in the title industry. Other title companies make mistakes, their customers now try us and then we think we are awesome and it is because of us. Actually, it isn’t. We were just in the right place at the right time.
Since the above it true, we must then accept that the opposite is true as well. The most common time you lose a customer is when they are getting bad or less than adequate experiences from your company. In addition to this you must also accept that all the customers you currently have or had and ever will have are there for one of two reasons: (1) bad experiences somewhere else or (2) good experiences with you. Both are still a result of experiences. Why? Experience is the root of all movement.
So, when it comes to strategically gaining new customers you must realize that people make decisions based on experiences and those experiences create a “Want” in them to do business with you.
Since you can only manage a finite number of prospects then you must be constantly upgrading the quality of your prospects. In other words, sometimes you must “Send Them Packing”. That’s right, you can’t call on everyone. In other words, you will sometimes literally have to stop calling on certain prospects.
Keeping in mind that you only have so much time then you must make sure you do the Core Critical Activities that get results. Select prospects well, be ready to remove them, create experiences for the best ones and remember to ask for whatever you level of rapport will justify, on every call.
Go get ‘em.
Darryl Turner is the CEO of the Darryl Turner Corporation based in California. DTC organizations specialize in the advancement of companies in any economy. Darryl is also an international motivational, business, sales, management and leadership speaker delivering more than 200 live events annually.
You can follow Darryl on Twitter at www.Twitter.com/DarrylTurner.
For more information about Darryl Turner, visit www.DarrylTurner.com or call 209-548-9000