Win-Win "Power Tools"
for
Sales, Service & LIFE
July 28, 2010

Always Less Than Three Minutes!

Jerry Frentress / AKA: "The Power Tools Guy"
Speaker & Trainer

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1) Loyalty (Blog #358)

Last week I had the pleasure and honor of speaking to an outstanding group of TV salespeople. My PowerPoint slide on the screen said “Loyalty”. That’s it, one word…“Loyalty”. It’s hard to find a more powerful single word in the world of sales. For that matter, it’s pretty powerful in your personal life too. We spent the next few minutes lifting up CLIENT LOYALTY.

Before I ask the hard questions I posed to them, let’s define this “loyalty” concept.

• Loyal clients continue to buy
• Loyal clients increase their investment
• Loyal clients resist your competition
• Loyal clients are able to get through problems with you because of the relationship
• Loyal clients recommend!

I like this list, especially the “recommend” one. That’s powerful!

Are your clients loyal? Are you building loyalty in your relationship with your clients? Do you have a loyalty plan?

By the way, I hold some words in the sales process to be critical. I use client instead of customer. I use investment instead of price or cost. I use YOU because it is all about the client. I use now because that is when my client wants and needs it. And, I use loyal instead of satisfied. Satisfied is only a #5 on a 1-10 scale. .

How about a sales meeting on loyalty?

Good Selling and be sure to Power Up!

Jerry AKA: "The Power Tools Guy"
Speaker & Trainer

>>>Forward to a colleague!

2) Creating Raving Fans

Seven Service Principals Guaranteed to Create Raving Fans by Imran Rahman

1. Keeping your word is where it all begins.
2. Always be honest and tell it like it is.
3. Always think proactively, looking around the corner.
4. Deal with problems as best you can yourself, never passing the buck.
5. There is no point in arguing with a customer because it is a lose/lose situation.
6. Accept your mistakes, learn from them, and do not repeat them.
7. Consistency is the name of the game for lasting success.

Seen in Management on March 12, 2008
Raving Fans is an outstanding book by Ken Blanchard and Sheldon Bowles

These s ound like excellent goals. Jerry

3. Get More Referrals

- Have a sales philosophy that emphasizes relationship building.
- Value the relationship more than making your quota.
- Consider yourself and your firm as the best at what you do.
- Achieve a perfect job of delivering what you promised.
- Provide absolutely impeccable service after the sale.
- Help the customer build the customer's own business.
- Think end-of-time friendships not end-of-month totals.

Seven Ways to Get More Referrals by Geoffrey James
BNET Insight / Sales Machine

Referrals are powerful! Jerry

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4) Win-Win Quote

"You can't always get what you want.
But if you try, sometimes you might find,
you get what you need."

Mick Jagger / English Music Artist

Power-Up & Good Selling
Jerry AKA: "The Power Tools Guy"

Toll Free: 1-866-719-7779
Jerry@WinWinPowerTools.com