Sales Tips

Daily Sales Tip –

Keith Hanshaw, Media Consultant

To be successful as a salesperson, you have to do more than sell. You have to be your clients’ go-to person and support them after you’ve closed the sale.

By changing your position from salesperson of products and services to a provider of solutions, you can increase your chance of getting referrals from happy customers. Draw on these referrals when it comes time for you to introduce yourself to a new prospect.

When you become a resource for your clients, before and after the sale, they’ll remember your help and will be willing to help you in return.

Source: Sales manager Matthew Cook

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Work on the basics

Keith Hanshaw, Media Consultant

Even the best of the best have room for improvement.

Make a decision to improve your weaknesses, and set goals to force yourself to do the things you don’t like to do. Be more creative in your prospecting, fact finding, and presentation skills.

Imagine the perfect salesperson and compare yourself to the ideal.

Source: Sales consultant John H. Dean

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – I’ll tell you what I want… what I really, really want

Keith Hanshaw, Media Consultant

What do your event sponsors really want? More tangible benefits beyond just visibility (read: signage), connections to personalities and talent, access to databases and mailing lists, and improvements in measuring the impact of their partnership programs.

Knowing your partner’s sponsorship priorities is critical to successfully securing new and increased sponsorship commitments. Make sure you have the authority to offer these elements in your next sponsorship sales appointments.

Source: Brandeis C. Hall, RAB

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Updating your testimonials and references

Keith Hanshaw, Media Consultant

Your testimonials must be current, compelling and credible! Prospects want to know if your products and services work in today’s marketplace – not the one from five or 10 years ago.

This point applies similarly to references. You can’t reinforce your “social proof” in the eyes of prospects if your references can’t be reached, are retired, or simply shouldn’t be references at all. Find new references from your current clients. And do it regularly.

Source: Sales consultant Colleen Francis

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Empowering the gatekeeper

Keith Hanshaw, Media Consultant

Do not bypass gatekeepers. Build alliances. You never know with whom you are speaking. For all you know, the “secretary” is the owner.

Gatekeepers’ jobs are to push you away, but in the same respect it is their job to determine what might be a benefit for the company. Humanize with them. Make a joke. Have fun. Be respectful. Treat them like they are the owner.

And here’s an interesting idea -– never ask for the person in charge. Assume they are the people in charge. Say you want to meet with them “and whoever else also makes the purchasing decisions.” There are two reasons here:

1) Who you think is in charge and who really is could be different people. By letting them say if they are or not, you will get the real answer.

2) At the same time, by respecting them and their importance, you are separating yourself from other sales reps who might trample upon them with disrespect as they try to reach the decision-maker.

Source: Sales consultant/author Todd Natenberg

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org