Sales techniques that work as hard as you do

410 reads

Whether you run your own business or work for a company in a sales-related role, you're always looking for sales techniques that work.  I've developed and learned many over the years from readers providing great advice.

One person advised me to ask yes and yes questions.  He worked for Hyatt and asked himself,  "What else can I do for Hyatt?"  Then it hit him - "Increase the average check price."

He said:  "Restaurants are always looking to grow the average amount of money their diners spend.  Usually, they do this by pushing wine and other alcoholic beverages, and dessert.  But those weren't options for a place that served so much breakfast.  I was going to have to be more creative.

"The impressive fresh-squeezed orange juice maker we had ... gave me an idea.  I had just learned about the "Yes or Yes" theory at a sales seminar.  I put a big display of oranges outside the entrance to the restaurant, and while guests were lined up to get in, I had a waitress ask each customer if they would like coffee or juice.  Little room for a "no" in that question.

"As it happened, most people said, 'Both.'  Pretty soon, the coffee or juice proposition became standard operating practice at all Hyatt coffee shops - along with the welcoming display of fresh oranges.  Never ask a person a Yes or No question when it could be Yes or Yes instead."

My good friend Brandon Steiner, founder and owner of one of the largest memorabilia dealers in the country, Steiner Sports, has another good suggestion.  And I might add, one that I've used quite often.

Say you're having a tough time getting a meeting with someone - a potential client, investor or mentor.  You try everything:  persistent calls, emails, tweets, carrier pigeon.  But nothing works.  

This happened to Brandon a couple years ago when he was trying to get a meeting with a bigwig at a bank in Midtown Manhattan.   He figured since his target was a New Yorker, he might be a Yankees fan, so he called Mr. Big's assistant.  Before she could pass him to voicemail for the umpteenth time, Brandon learned he was a huge admirer of Yankees reliever Mariano Rivera.  With that news, Brandon saw the light.  He immediately sent Mr. Big an empty baseball case with a note attached.

It read:  "I heard you love Mariano Rivera.  Here's a case for a Mariano-signed baseball.  When you and I meet within the next two weeks, I'll bring you the ball."

Wouldn't you know it?  Mr. Big called Brandon that day, and they met the next week.  

A florist celebrating its hundredth year in business explained its success as staying in touch with customers.  The owner "has one employee responsible for sending out reminders of who-sent-what-to-whom last year at a particular time, and many repeat orders are generated by this simple call."

I am inspired by Elbert Hubbard, a very successful soap salesperson who retired in 1894 at age 35. He lived by this credo:

"I believe in myself.  I believe in the goods I sell.  I believe in the firm for whom I work.  I believe in my colleagues and helpers.  I believe in American business methods.  I believe in producers, creators, manufacturers, distributors, and in all industrial workers of the world who have a job and hold it down.  I believe that truth is an asset.  I believe in good cheer and good health, and I recognize the fact that the first requisite in success is not to achieve the dollar or to confer a benefit, but that the reward will come automatically and usually as a matter of course.  I believe in sunshine, fresh air, spinach, applesauce, laughter, buttermilk, babies, and chiffon, always remembering that the greatest word in the English language is sufficiency.  I believe that when I make a sale, I make a friend.  And I believe that when I part with a person, I must do it in such a way that when they see me again, they will be glad and so will I.  I believe in the hands that work, in the brains that think, and in the hearts that love."

Mackay's Moral:Don't just make a sale, make a friend.

Trending

818
Harvey Mackay's picture

Develop high performance habits

Are you performing up to your potential?  Are you afraid to jump to the next level?  Are your habits pushing you forward or holding you back?The most important book on self-motivation and achieving more than you imagined hit the bookstores
779
Harvey Mackay's picture

Your business depends on your personal touch

Mamie Adams always enjoyed going to a branch post office in her town because the postal employees there were friendly.  She went there to buy stamps just before the holidays one year and the lines were particularly long.  Someone pointed
701
vnbhattacharya's picture

What will you do in this difficult situation?

Instead of writing about my views on business strategy as I do every month, I would like to present an exciting and tricky problem today.It is an issue of decision making similar to what many senior and top managers have to deal with from time to
690
johnsullivan's picture

The New New Thing: Blockchains and Recruiting

If reading about AI is making you feel like Alice in Wonderland, then take heart, there’s something new on the horizon — Blockchains. The technology has been around since 2008 but is now getting more mainstream in business applications, though...
687
hindustantimes's picture

Year of Culture: India’s diversity rocks London audience

 Sufi music, opera singing and Indian folk dances merged seamlessly with British hip-hop and tap dance as more 150 artistes put on a vibrant performance at one of the last events of the UK-India Year of Culture 2017.Billed as the Independence
641
davecrenshaw's picture

How To Get Work Done Without Stretching Yourself Thin – Pick Dave’s Brain

Could you pass the insanity test? This week’s question comes from David in Salem, West Virginia. He asks: I’m following your time management training program, yet often I find I’m putting appointments on my calendar and then not completing them—
630
jackcanfield's picture

5 Leadership Traits of Great Leaders

Whether you’re climbing the corporate ladder, building a network marketing downline, working for social change, or even coaching a Little League team or organizing a civic event, knowing leadership traits of effective leaders will make you more
627
anandmahindra's picture

youtube.com/watch?v=7SNwhZ…

From: twitter.com Via: twitter.com This could constitute a serious threat to Mahindra Odyssea, our boat building company. https://t.co/AwzTQVLp1lYou
621
johnsullivan's picture

AI or IA? Intelligence Augmentation for Recruiting

IBM’s Watson is synonymous with AI. Perhaps IBM should have named it Sherlock. Anyone familiar with the Sherlock Holmes stories knows that Watson wasn’t very bright. But he did have his uses. He was good at collecting and summarizing information,...

Pages