T.I.P.S. – To Insure Prompt Sales

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A long time ago I sat in an audience listening and learning from Jim Rohn, one of the leading motivational speakers this world has known. Jim has been dubbed the title of “America’s Foremost Business Philosopher.” A titled earned, certainly not demanded.Jim spoke of what TIPS stood for. He stated that most of us share in a general misconception of TIPS. He used this simple example: “Enjoy a meal at a restaurant and at the conclusion of the meal leave a TIP for the good service that the waiter or waitress provided.” Okay Jim, sounds good enough for me, so where is the misconception?

Yet, Jim was talking about excelling, going beyond the normal, doing something different with TIPS. He defined it this way:

T: To
I: Insure
P: Prompt
S: Service

Hmmm . . . “To Insure Prompt Service?” I wasn’t sure what Jim was trying to get me to understand until he said “Tip in advance.” That’s’ correct, To Insure Prompt Service - Tip In Advance. Imagine for a moment . . . you sit down at a restaurant and while the wait staff is busy handing out menus, you tip in advance. Obviously you’ll have that wait-persons attention as you’ll be provided with superior service. Talk about a distinction!

Let’s consider this as it relates “To Insuring Prompt Sales.”

When first meeting a client, whether in a face to face meeting, over the internet using video conferencing, or just plain e-mail, what type of first impression do you make? Take account of the wait staff at a restaurant. In a month’s time, how many customers do they really remember in a positive light? In your sales process, how many of your clients really remember you after a month? A year? What are you doing to create your own personal and professional distinction over your competitors? Or, is your lack of assertiveness or mental complacency earning you a slot as “just another table turn” at the restaurant? Hoe hum.

Being at the top of your game in sales is not complicated. It is an art of daily disciplines, doing little things your clients will remember, including making that first impression a memorable one. Remember – you have only one chance at your first impression. Do what your competitors are not willing to do. TIP In Advance To Insure Prompt Sales to all of your clients. Make them want to do business with you. What does your opening “TIP” look like?

There is one trusted sales technique that I have engaged in that has stood out and ensured gaining my clients positive first impression. It takes discipline along with a small inventory of “special” books that provides me a “distinctive” follow up process over my competitors. I combine my special book with a thank you card and use regular snail mail for delivery.

The book is titled “The Treasury Of Quotes” by Jim Rohn. This content rich book is full of powerful quotes that are divided into different topics such as Goals, Success, Motivation, Results, etc. Topics that any client will benefit from. Small enough to fit smack dab inside most thank you cards. The dimensions for the book are 5 ¼ inches by 3 ¾ inches. Total weight equates to a .60 cent stamp. Many of my clients have indicated multiple uses from the quotes, some even include them in company newsletters.

The method of delivery is just as important as the content.

That method is called Immediacy. This is where the most absolute of discipline comes in. As soon as your meeting has concluded, you must immediately follow through. Not tomorrow, not next week, but right now. Clients want to see immediate action, so when sending thank you cards combined with a Treasury Of Quotes book, do it now. I go as far as hand writing my response inside the thank you card, I personalize the book to my client, then drive over to the nearest post office and walk the mail inside to the closest point of delivery.

Salespeople who wait a few days or even weeks to make the follow-up contact will lose out to their competitors. The salesperson that immediately follows-up will gain the attention and respect of their client and win. By utilizing this TIP, you might receive this type of response: “This salesperson is on the ball, I am impressed by their skills. I have no reservations giving them my business.” Score a “win.”

Start out by investing in some of these books - usually about a buck a piece. Have a personal goal to send all of them out over the next 60 days, with thank you cards and watch the responses! You can order the books from Jim Rohn at 1.800.929.0434.

If sales is your game, you must “Get” what a true distinction is. Personally, professionally and even with your own company. What truly sets you apart from your competing salespeople? To Insure Prompt Sales and gain a competitive advantage, consider making this sales TIP a part of your daily sales method of operation.

If you have questions about this article or would like to schedule training in regards to leadership, customer service or sales matters, contact Chuck directly or you may view his speaking topics HERE. View other articles by Chuck HERE.