#smart ideas by richard mulvey
TRANSCRIPT
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Introduce an "Ice Breaker" conversation about something the customer likes, to get
him talking in a positive way.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Try to get the customer to sit at your side of his
desk. This will help to level the playing
field.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Try to use your customer's first name if you can.
This will encourage closer relationship.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
To avoid any misunderstanding
when meeting a lady, put your hand out to shake her hand first.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Always have your business card ready.
You never know when you will meet your
next best customer.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
When you meet a new client, don't ask "How are you?" Everybody
does that. Say something appropriate but different.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Always arrive early for a
meeting and chat to the
receptionist. They will often know more than the
client.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
In advance of a meeting with a
customer decide what impression
you want to create.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Make sure you have an objective
for your next meeting. Don't leave until the
objective is achieved.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
The worst thing you can do to a good negotiator is to accept his
first offer.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
In any negotiation you must work hard
to raise your aspirations and
lower those of your negotiation opponent
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Make sure what you are doing in
the future is in line with your
customer's aspirations.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
When the customer says "No" and you have handled all
objections, he doesn't mean "Not
Ever" just not at the moment.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
You should always be tough in a
negotiation. If your opponent wins too easily he will think he could have done
better.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Sell is a four letter word. So are Help and
Care.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Customers are not always right, but they are always
customers. Always treat their point of view with respect.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Good sales people never lie to a
customer. If they catch you lying once
they will never believe anything else you say.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Never go to a sales meeting
without an objective or leave without achieving
that objective.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Be happy when your customers raise objections.
This is their way of telling you what they care about.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Next year's top list will come from this year's customers.
Record every detail both personal and
professional.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Personalise all communication. An e-mail that starts "Dear Customer" will never create a relationship.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
If you can't solve the customer's problem send
him to someone who can.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Be proud to be a sales person. Just because you didn't start your
career in sales doesn't mean it’s not a noble
task.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
When your customer says "No" be surprised.
After all, you are offering them the best
solution to their problem.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
If you are looking for referrals from
your Customers try giving referrals to
them first.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Buying decisions are made emotionally. Customers decide
emotionally and then look for logical reasons
to buy.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Always arrive 10 minutes early for a
meeting and chat to the receptionist. They know more than the client.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
After you ask for the business, Shut
Up! The first person who talks
loses.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Always reward customers who give you a referral. Even a pizza voucher. Just a little something to
say thank you.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
If in doubt try the Alternative Close
"Would you like that in the red or the blue" It is amazing how often
it works.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Don’t wait to get Referrals, Ask for
them. "Do you know of anybody else who could be benefiting from our Products?"
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
When phoning a prospect to make an appointment, never ask if he
has time to talk to you.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Selling is "Helping the Customer to
Buy". Not persuading them to buy, Not
hitting them over the head until they buy.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Do one thing you don't like doing
every day, and do it FIRST". The best time to cold call is in the morning.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Buyers are employed to Buy. Sellers to sell. The
reason to get together is to complete the
process.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
If handled properly,
objections are Sale Makers not Sale Breakers.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
An Objection is the customer’s
way of telling you what he cares
about.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
The worst type of customer is the quiet one. Make
sure you encourage your
customer to talk.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
If a customer raises a minor
objection he may be telling you to
talk less and listen more.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
A condition is not an objection. If he
hasn’t got the money and can’t raise the credit,
walk away.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
When a customer raises an objection be pleased to get it. It will help you close the sale.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Don’t interrupt the customer when he is telling you his
problem.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com
Always clarify the objection. “It’s too expensive” rarely means he hasn’t got the money.
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#Smart Ideas by Richard Mulvey
www.richardmulvey.com