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Salespeople have questions

By wmadministrator

I get a ton of e-mails asking to solve sales dilemmas. Here are a few that may relate to your job, your life, but most important, your sales thought process:

Hi Jeffrey,
I work at a bank and we have a large Hispanic population in our community. Aside from the obvious of providing things in Spanish and hiring bilingual reps, how else can we tap into this fast-growing market? Or, a better question would be, how do we get them to choose our bank over the competition?

People are going to go where they feel most comfortable. If someone doesn’t speak English well, they’re not going to come to your bank unless someone speaks Spanish. And if everyone speaks Spanish, there will be no problems. The branch manager has to be bilingual. Every teller has to be. If your competitor opens a branch next door and everyone speaks Spanish, you’ll lose. In this situation whoever speaks the most Spanish wins.
Best regards, Jeffrey

Lately, I am finding it is disappointing to read your disparaging remarks about the utter uselessness of cold calling. All sales people want to pass the point of flat-out cold calling. To accomplish this, one must learn the basics and grow. Why not offer tips about networking with my current phone customers? This would be more helpful than repeatedly dismissing cold calling as useless.

Cold calling is the lowest percentage sales call. It’s where 99.9 percent of rejection takes place. Your challenge is exactly as I stated: invest money in existing customers, build relationships with existing customers, provide value beyond your sale to existing customers so that referrals, and more sales to existing customers, are a possibility.
Best regards, Jeffrey

I am the executive director of a non-profit organization. I’m trying to sell tickets and sell people the idea of supporting my organization. Do you have any advice for non-profits in particular?

Your non-profit organization benefits people. If you are the Cancer Society, get people who have had cancer and recovered. Get the people who benefit from what you do to talk about the value and how it affects them. The stories about what you do from the people you serve are a thousand times more powerful than any message you try to create.
Best regards, Jeffrey

What are the best ways to stay motivated in a home office?

1. Get dressed like you’re going to work – so you can feel as though you’re working, rather than “sweating.”

2. Keep your workspace separate from your living space.

3. Get rid of all distractions. Turn off the TV. Turn off the radio. Even go so far as to put your kids in daycare for half the day.

4. Make a to-do list every morning when you wake up. And do it.
Best regards, Jeffrey