Are you a QUICKOHOLIC?

by: Lori Raudnask

It isn't even a word, but if it was one, I would say that it would describe most of the world's population today.  Whether we look at sales, making money, business or life in general, we want everything NOW.  
 
We want to lose weight immediately when we go on a diet. And if we don't see results quick enough our strict diet regime fades.  Now it could have taken years to put the weight on but we are impatient when it comes to taking it off. We want instant gratification for not putting those sweets in our mouth.  
 
When we are selling real estate we want the transaction to happen as soon as the sign goes on the lawn. When we are renovating we think the project will take less time than it usually does.  
 
When women are pregnant, they cannot wait until the baby is born. Throughout the child's life you hear parents say I can't wait until they are in school and then I can have some time for myself. Then when your kids are grown up and moved out you want to reverse the clock and take back some of the time you rushed away.  
 
We make a connection with someone and do a sales presentation after which we expect the sale to happen immediately.  
 
On April 12th I was speaking at the Ottawa Real Estate Investors Organization.  While getting something out of my car in the hotel parking lot on a beautiful spring day, a man said "hello" to me.  I replied "isn't it a beautiful day?" and he said "yup, summer is just around the corner."
Later that afternoon, I was walking back to my room and thought to myself that summer was still far away. I got my date book out and counted the days until June 21st and you know it was 70 days away. So summer wasn't "just around the corner!"  We are always wishing for things to be here faster than what they should, instead of enjoying the moment we are in.  We are QUICKOHOLICS on bringing up things from the past and QUICKOHOLICS looking forward to the things that are in our future.
 
In business, the sales process may not always be as quick as you would like.  In my book I refer to the secret of success in any business as the development of a pattern that can be executed successfully, time and time again.  Every business has a sales cycle, which is the sequence of steps that a customer goes through when deciding to buy something and give you their money.
 
It is vital to have your sales cycle simplified and established from the customer's perspective so that it generates the desired end result - the sale.  
 
I have successfully used a simple 8 step pattern for sales and will be sharing these in more detail with you over the coming months.   These are the action steps for success in sales:
 

1. WHO - Find someone who needs and wants your product or service.  In order to do this you have to get up and get out there and talk to someone.   Imagine that!   Networking is one way and that is a process all on its own.  If you do it well, you network and you get work as a result.
2. CONNECT - Build a relationship.  Change how you respond to people and remember it's not about you; it is about the other person.
3. PRESENT - Communicate your product or service.  Remember a sales pitch is when the sales person is doing most of the talking and trying to close the deal.  A sales presentation is when the prospect is doing most of the talking because the sales person is asking the prospect questions and trying to build rapport before going in for the close.  Making a presentation will make you way more money than a sales pitch.
4. CLOSE -Turn a no into a yes and confidently make the sale.  Master the skill of objection handling.  Know what your objections could be before you encounter them so you will be prepared.  This is not a time to practice with your client, you need to be polished.
5. FOLLOW UP - Deliver on the deal and remember to thank your customer for the business with a hand written note.
6. FOLLOW THROUGH - Continue the relationship, keep in touch.
7. GENERATE MORE BUSINESS - Ask for referrals and a testimonial.
8. REPEAT THE PROCESS - Repetition is the key.

 
Most people want the sale to happen in Step 1 which means they want to close and get the money immediately.  If we look at the sales cycle, the money usually doesn't come until Step 4.  We have to be patient and build rapport with our clients and not be QUIKOHOLICS.  
 
We need to get out there and just do it.  Everyone has a gift to offer.  The only thing that stands in our way of making more money is ourselves.  This resistance holds us back from getting to the next level.

Posted in: Sales and Marketing