Attract the Right Job or Clientele:
During the third year of sales, a trainer taught our class the KISS strategy for everything sales related including solving problems. The acronym stands for ‘Keep It Simple Stupid,’ although I prefer ‘Keep It Simply Solved.’
My Story
The story about sales training coincided with the horror of an unusually strong earthquake in Los Angeles. The experience came to mind as I received a non-stop chain of unwanted email. Perhaps the earthquake symbolizes the need I saw to shake things up and put an end to the grand waste of everyone’s time.
What happened was an incorrect email address was included in a robust list of contacts. Those responding used the “Reply All” feature to make the number of responses overwhelming. Unfortunately, a work address was mistakenly included. Requests were made to correct the email list, but nothing was done. Fortunately, I saw the person in charge and mentioned the issue. Marie’s response was so complicated to include multiple excuses that there was no way to reply properly.
I took the KISS advice as I squarely looked her in the eye to say, “You created the list. The ball is in your court to fix it.” And then I quickly walked away. The problem was solved within 24 hours.
Solving Corporate Mishaps
The example above is minuscule as compared to corporate errors. Salespeople on the job are invariably the ‘fall’ person for taking the blame. The very best approach for each of us is to quickly apologize and avoid all excuses. No one wants to know the who or what did the damage, but they do want to know the intended solution. After the apology, the next step is to promise to figure out next steps and resolve the problem promptly. Your client will be somewhat relieved believing the error just might be fixed.
Once you do find out what caused the problem, come up with a satisfactory solution and a timeline to straighten it all out. Be sure to keep the solution simple and convey it in easy-to-understand laymen terms. Only share the essentials your client needs to know, and the rest of the details are to be kept to yourself.
Never muddy the waters with who is to blame or what caused the issue unless directly asked. Otherwise, when you reveal the behind-the-scenes information, it gives pause for concern. The next thing you know they will cancel the sale and you lose the client.
Keep It Simply Solved!
Update your client each step of the way so they recognize they may still trust you. By the time you do resolve the problem, you will be seen as a hero and have earned a very loyal client.
Your Story
No doubt you have encountered issues delivering on promises made to clients. In your quiet time, recall some of the incidents and how they were handled.
Did you:
- Make excuses and blame another
- Complicate the explanation with too many details
- Apologize and gave a brief scenario of how you would fix the problem?
Reflect on past habits and whether you tend to complicate situations or resolve them in a way that is understood and accepted by everyone. By working as a mediator to quickly and easily come to an agreement on issues of any nature will do wonders for retaining a loyal clientele. Witnessing your integrity for excellence in customer service, the ease of working together, and your resolve to fix the situation will build a fan club and influence further sales.
Sales Tips
- When issues arise trace the origin to gain a better grasp.
- Avoid excuses when things take a wrong turn.
- Ask clientele how they see the solution.
- Offer what you can and cannot provide for a fix.
- Gain agreement on how to proceed.
- Document steps to be taken and a timeline for completion.
- Keep your client informed every step of the way.
- Once the fix is in place check a few times for satisfaction.
- Thank your client for their patience in resolving the issue.
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
RESOURCES FOR PERSONAL AND BUSINESS GROWTH:
Advisorpedia Publishes information to help advisors build their practice, and those having interest in the markets choose investments, and find inspiration.
BizCatalyst360 Presents a life, culture, and biz new media digest serving as a hub of creative expression and personal growth
CatCat Build your future one skill at a time.
For Book Lovers Only For Book Lovers Only introduces you, the book lover, to new and exciting authors and works of fiction and non-fiction.
GetCiara Make remote your unfair advantage.
Greg Jenkins Consulting LLC – Helping organizations realize the value of diversity to build inclusive, evolving high-performing cultures.
Inclusion Allies Coalition “Everyone is welcome here.” Learn more to train teams, and join the advocacy program.
Internet Advisor Find the internet service right for you among 2083 internet providers across 36,380 cities, plus Cellphonedeal compiles great deals on phones, plans, and prepaids to furnish you with the best options in your area.
Kred Connect with top rated influencers to learn from and grow your networks.
LinktoEXPERT “It is not who you know – it is who knows you and what your expertise can do for them plus understands the value of hiring you.”
Lotus Solution LLC Helps organizations create diversity and inclusion to ensure a fair and just workplace, through customized consulting, training, and keynote speeches.
SalesPop! Purveyors of Prosperity; how to compete against yourself to excel in your career.
Vengreso Provides easy-to-follow on-demand sales training for LinkedIn.
Vunela Provides a unique opportunity to view Videos and read articles by World Leaders.
WebTalk is the one-stop platform Build your marketplace and grow social connections.
Women’s Information Network (WIN) An education-and-event-based Global Community of Women Helping Women Worldwide Live Their Best Lives through Celebration, Self-Improvement, and Service.
