Every day, Brenda connected with customers and made sales, while Brad usually left the customers’ office empty handed. Each person sold the same product and each had a great prospect list, but the difference was in how Brenda connected with each customer.

All salespeople need to understand this basic reality: you have a very short time to connect with your prospect.

Within this reality, there are several important principles to always remember:

1) First impressions form fast!
Studies show that within 60 to 120 seconds, prospects will form a lasting impression or judgement of you and your product. Everything, from your appearance to your first words, will form an enduring impression.

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Whether you know it or not, you are in a type of combat, because you are in stiff competition with other businesses, everyone competing for the same customers and dollars. Why not use a team of advisors to help you succeed?

If you were fighter pilot, when you go into combat, you go as flight of four aircraft to provide each other mutual protection. When you are in a three dimensional environment it is very difficult to keep an eye on everything you must in order to protect yourself. Fighters in combat fly in a tactical spread formation. This allows each pilot to keep an eye out for the entire formation; checking the other pilot’s six o’clock position, high, low and on the horizon.

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Referrals are a great way to build a business, unless they’re not. Here is what I mean. We all love the referral that’s a perfect match. They have the right kind of need or problem, they know how we work and what we offer that’s valuable, and maybe they even expect to pay a premium to get what they’ve learned we have.

But then we’ve all received that awkward referral – one that’s not such a fit at all, one that wants to know why they can’t get a deal.

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These so-called secrets if applied today can be your secrets to success.

1.     Take 100% Responsibility for Your Life

 
We seem to be living in a society where people do not want to be accountable for their actions.  They blame everything from their parent to the government for their failures.  If you don’t buy into this mentality or succumb to the “victim” mentality, you have a better chance to succeed.  When you fail (which you likely will), get back up and try again. To blame something or somebody outside yourself is saying those other people or things have control over your life instead of you.  When you give up, without a fight that is the true failure. Someone else’s opinion of you doesn’t have to become your reality.

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Keeping customers happy is the smartest way to grow your business. But in this age of customer dissatisfaction, it is not always easy. He consistently promised more than he could deliver. Many customers, infuriated with his poor service, stopped buying. It is my friend’s arduous job to get those customers back and to keep them.

Whether your employees are good sales reps, like my friend, or poor ones, like his predecessor, retaining profitable customers is often your company’s number one challenge. And a challenge it is: Customers are setting their standards for service higher and higher. Customers want to be wooed and wowed at every turn.

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