“your guidance and recommendations must span the entire sales conversation and consistently inform your client’s decisions.” ~ Anthony Iannarino
Here I am on pg 139 chapter 8 One-Up Gide to Offering Advice and Recommendations in Elite Sales Strategies the first page of the new chapter and I have to stop reading.
This quote has struck me as so critically important to how I WANT my customers to think about me. I want them to reach out, ask, think of me – every time there is something going on and they need an outside perspective, a different view, yup even guidance.
Every time – regardless if what I do will “help” or “fix it” perhaps especially when I am not the person to hire.
If you’ve been in classes with UpYourTeleSales about earning people’s long term business this will sound familiar.
Converting from Prospect to First Time Customer:
- first they have to trust you
- then they need to believe what you sell will help
- finally they buy from the company you represent
First Time Customer to Second Sale:
- communicate what you’ll be delivering
- meet that commitment
- check in and find out how THEY believe you did
- ensure that what you sold moved them forward / fix the problem / etc…
- uncover their next thing & repeat
Second Sale to Long Term Customer:
- find out why they tried you out to begin with
- how their “now” compares to their world “before you”
- what’s next in their world (regardless if you can help)
The overlay to ALL of those bullet points I’d recommend Anthony’s quote “your guidance and recommendations must span the entire sales conversation and consistently inform your client’s decisions.”
Of course there is a lot more packed into the chapter; so pull out your copy, start reading, AND implementing the ideas that strike you as MOST important oh and if you don’t have your copy of Elite Sales Strategies click and buy it now.