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Maintaining Is Easier Than Regaining

Apr 21, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #486 From The Sales Doctor
Maintaining Is Easier Than Regaining
I had to remind my son the importance and benefits of performing the regularly-scheduled maintenance on his car. It’s really pretty simple: you take care of the car and the car will take care of you.

The same discipline applies to your customer relationships. What is your maintenance program for them?

If you expect your customer relationship to last, you must have a maintenance program in place. It will cost you far more to get a new customer than to maintain an existing one. Maintaining is easier than regaining.

You take care of the customer and the customer will take care of you!
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An Action Repeated Becomes An Attitude Realized!

Apr 13, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #485 From The Sales Doctor
An Action Repeated Becomes An Attitude Realized!
Dr. Paul Myerr, a well-known and respected psychiatrist, once said “Attitudes are nothing more than habits of thought, and habits can be acquired. An action repeated becomes an attitude realized.” That means with practice, you can develop an overcoming attitude.
Be honest with yourself that there is a need to make a change in your attitude.
Limit your exposure to negative impute.
Volunteer to serve others. Serving creates positive feelings and will give you a sense of value.
Always look for good in every situation.

Be an Overcomer! It’s impossible to operate at peak performance with a negative attitude.
Filed Under: Tips & Advice

Attitude Is Everything! Especially Now!

Apr 6, 2020 by Leave a Comment
Sales Tip #484 From The Sales Doctor
Attitude is Everything! Especially Now!
“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do.

“It is more important than appearance, giftedness or skill. It will make or break a company, a church, a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change our past . . . we cannot change the fact that people will act in a certain way.

“We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude. I am convinced that life is 10% what happens to me and 90% how I react to it.

“And, so it is with you . . . we are in charge of our attitudes.”

– Chuck Swindoll
Filed Under: Tips & Advice

Solutions, Not Proposals or Quotes

Mar 30, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #483 From The Sales Doctor
Solutions, Not Proposals or Quotes
One of the ways that you can separate yourself from the other competitive quotes and proposals that you’re up against is to refer to your document as a Solution.
For several companies that I work with, I recommended that we change the name at the top to Snow & Ice Management Solution, HVAC Solution, and Healthy Growth Solution. It made a significant difference.
You also have to make sure you are including the pains and solutions in the body of the document and not just facts and figures.
Providing solutions to the pains that you uncovered during your initial meeting and including them in their document will separate you from the competition.
Filed Under: Tips & Advice

The Four Agreements

Mar 23, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #482 From The Sales Doctor
The Four Agreements
Are you familiar with the book titled The Four Agreements?
The Four Agreements is a self-help book by best-selling author Don Miguel Ruiz with Janet Mills. The book offers a code of conduct based on ancient Toltec wisdom advocating freedom from self-limiting beliefs that may cause suffering and limitation in a person’s life.
These Four Agreements can also be applied to your interaction with customers.
Be Impeccable With Your Word
Don’t Take Anything Personally
Don’t Make Assumptions
Always Do Your Best
Do you agree?
Filed Under: Tips & Advice

Don’t Be So Quick To Fix!

Mar 16, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #481 From The Sales Doctor
Don’t Be So Quick To Fix!
There is a saying that I use when I’m doing training on How to Conduct a Thorough Needs Analysis:
People seldom identify all of their needs directly.

What they will do is provide what I refer to as Sound Bites, and if you are not following up that sound bite with clarifying questions, you end up making assumptions.
So the next time someone says “your price is too high,” or “I want to think about it,” don’t be so quick to fix. Remember that it’s a sound bite; it’s time ask some clarifying questions.
Preparation and Practice Provides Peak Performance!
Filed Under: Tips & Advice

Territory & Time Management Strategies, Part 3

Mar 9, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #480 From The Sales Doctor
Territory and Time Management Strategies, Part 3

Sales Management
Ask for the order at the beginning of the call
Ask a minimum of five open-ended questions on every single call and follow up with clarifying questions
Anticipate objections and be prepared to respond
On a call, do less talking; instead, listen actively and ask questions
Ask for the order a minimum of 3-5 times on every single call
Trial close often
Preparation and Practice Provides Peak Performance!
Filed Under: Tips & Advice

Territory & Time Management Strategies, Part 2

Mar 2, 2020 by Leave a Comment
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Territory & Time Management Strategies, Part 1

Feb 24, 2020 by Leave a Comment
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Getting To Know You

Feb 17, 2020 by Leave a Comment
Updates from Marvin Montgomery
Sales Tip #477 From The Sales Doctor
Getting To Know You
Every time I talk about how to build Know, Like and Trust, it makes me think about the lyrics of a song that Julie Andrews made famous. Before you know it I’m actually singing the song.

Getting to know you,
Getting to know all about you;
Getting to like you,
Getting to hope you like me…

If long term Customer Relationships are important to you, get to know them. You may even find yourself singing or humming this song too!
Filed Under: Tips & Advice
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