It is also important to note that you don’t necessarily have to give away this additional service. A few sales trainers I know (including myself) incorporate telephone coaching into their proposals. They charge for this service but they position it as a way for company to improve their results. They demonstrate how this additional investment will drive more dollars to their clients’ bottom line. Ultimately, your goal should be helping your customers and clients improve their business results. Here are a few points to consider.

1.Focus on their goals and objective instead of your personal agenda (closing sale). If necessary, recommend another supplier or vendor who offers exact product/service your client needs. 2.Follow-up. Contact your customer and talk to them after they have made their purchase. Ask them if they are getting desired results. If they aren’t, look for ways to help them maximize their results. Offer additional support. Give them extra resources. Help them get best results possible. 3.Incorporate a systemized process into your sales pitch or proposals. People will pay for extras providing they see that value that is brought to their organization. 4.Send information to your customers on a regular basis without being asked. I like to send articles that are relevant to my clients on a regular basis. This demonstrates that I am looking out for their interests, rather than my own. I prefer to send articles written by other people, not just ones I write.

Zig Ziglar once stated, “You can get anything you want in life if you just help enough other people get what they want.” When you help your customers achieve their goals and objectives you become more than a supplier or vendor. You become a preferred partner. And this will prevent your competition from overtaking you in marketplace.

Create a checklist of additional services you can offer to your clients to help them achieve their goals. Helping your customers reach their objectives will help you increase your profits.

One word of caution…this is a process, not a quick fix. This strategy does take time to generate a return. However, it is well worth investment.

© Copyright 2005 Kelley Robertson, All rights reserved

I was told a long time ago by a former CEO of mine that following always worked. Good salesperson + bad organiser = bad sales results. Bad salesperson + good organiser = good sales results. Why you may ask? Well it's simple really because key to every good salesperson is planning,planning,planning. The more you organise means more clients you will see. Well that is fine you are probably saying but how does that help you to keep winning business? Think of it like this. You are fully conversant with 5 areas of business theory noted above and you will use these 5 areas as a "template" for every single sales call you do.However what you will also do is now devote more time to planning aspect of your working day. Who will I see? When will I see them? Why should I see them? Where will I meet them? How often will we meet?

This method is very simple and I guarantee that after a few appointments/sales calls, 5 areas of theory template will become second nature, which means that you will have mnore time to plan your diary effectively. Remember, more planning = more sales calls = more money. Try it and see what difference it makes to your business, after all, it worked for me!