1. List your ten MOST powerful questions.(NOTE: If you can’t pull out the list off your computer or out of your briefcase, don’t even bother reading the rest of this, it will only make you more angry.)
2. List the questions you ask that your competition DOESN’T ask.
3. List what you say in your sales pitch that your competition DOESN’T say.
4. List what your ads say that your competition’s ads DON’T say.
5. List what your brochure says that your competition’s brochure DOESN’T say.Blank papers so far? Easy list:
6. List your ten most common sales objections.Hard list:
7. List your BEST responses to common sales objections.Harder list:
8. List the BEST responses to your most commonly asked questionsHardest lists:
9. List your most powerful sales statement.
10. List your most powerful business attraction statement Five lists of five:
11. List five ways you ask for the sale.
12. List five ways you follow up after the sales presentation but before the sale.
13. List five ways you follow up after the sale.
14. List five personal ways you provide value to customers between sales.
15. List the five best places you network for new prospects. And now the big three — the sales three… the three that answer the question “why should I deal with (buy from) you?”
16. List your “difference” — the real difference between you and the competition. These differences can be both real and perceived.
17. List the “value” you provide to the prospect or customer BEFORE the sale.
18. List the “value” you provide after the sale. And an un-thought-of list that could be the most powerful of them all, if enacted
19. List the profit you can make the customer.(NOTE: Do they want your product or do they want to make a profit?) OK, there’s a list of lists. Most of them are as painfully obvious as they are painfully blank. Fill them out as fast as you can. Most of them you should have had years ago. And a final list. A personal one:
19.5 List the ways you intend to get better at what you do over the next six months. Limit the list to less than five do-able actions or tasks. Do one of the improvement items a day, each day of the week. One small dose of everything each week. One of the coolest parts of lists is that they both remind and memorialize. Your opportunity is to take advantage of the information. Before your competition does.
Free GitBit… Want a few more lists and challenges? A GitBit GitList (smile). A to-do list. A smart question list. And a customer service list. Sure you do. Go to www.gitomer.com (register if you’re a first time user) and enter the word GITLIST in the GitBit box. Jeffrey Gitomer, author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to firstname.lastname@example.org. Sign up to receive Jeffrey’s free weekly ezine Sales Caffeine at www.gitomer.com.