How To Increase Your Sales With The Right Process

90 Days After The Sale Is Sooooo Important

March 2, 2024

In the narrative of customer success, the customer should emerge as the hero of their own story. This involves going beyond the initial transaction and actively helping customers realize the full potential of their purchase. Whether it's guiding them through product features, offering additional resources, or addressing post-purchase concerns, businesses have an opportunity to empower customers to be the heroes of their own success stories.

By ensuring that customers feel supported and equipped to overcome challenges, businesses create a narrative where the customer is the protagonist, showcasing the positive impact their product or service has on their journey. This approach not only enhances the customer experience but also fosters a sense of loyalty and appreciation.

Trust is the cornerstone of any enduring customer relationship. The 90-day period after the sale is a critical window where customers assess the level of support and commitment from the business. Actively engaging with customers during this time, providing timely assistance, and addressing any concerns that may arise showcases a commitment to their success beyond the initial transaction.

This sustained support builds trust by demonstrating that the business is genuinely invested in the customer's satisfaction and ongoing success. Trust is not only earned through the quality of the product or service but also through the reliability and accessibility of the support provided.

In the age of social media and online reviews, satisfied customers can be powerful advocates. Making customers heroes of their own stories creates a ripple effect where they are more likely to share their positive experiences with others. This word-of-mouth marketing is a potent tool for influencing potential customers and shaping the overall reputation of a business.

Businesses that actively support customers beyond the sale not only create satisfied customers but also foster a community of advocates who willingly share their success stories. This influence extends far beyond the 90-day mark, contributing to long-term brand loyalty and attracting new customers based on the positive experiences of existing ones.

Beyond the initial transaction, businesses have the opportunity to contribute to the narrative of their customers' success stories. In doing so, they not only build trust but also wield a powerful influence that extends far beyond individual transactions, shaping the perception of their brand in the eyes of both current and prospective customers.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

3 Questions To Answer For Others

February 24, 2024

In the realm of professional relationships and leadership, building influence is an art that revolves around understanding and responding to three fundamental questions: Do I like you? Do I trust you? And, how can you help me? In this blog post, we delve into the significance of these questions and how answering them strategically can pave the way for impactful influence.

At the heart of building influence is the human element. People are more likely to be influenced by those they genuinely like. Establishing a personal connection goes beyond shared interests or affable conversations; it's about empathy, understanding, and authenticity.

Answering the "Do I like you?" question involves showcasing your genuine self, actively listening, and finding common ground. Authenticity builds bridges, fosters rapport, and lays the foundation for a positive and lasting connection. Whether through shared experiences, where we meet with others, humor, or simply being approachable, making an effort to be likable is a crucial step in building influence.

Trust is the bedrock of influence. Without trust, any attempt to influence others is likely to fall flat. Answering the "Do I trust you?" question involves consistently demonstrating reliability, honesty, and integrity.

Leaders who prioritize transparency, deliver on promises, and admit to mistakes when they occur earn the trust of their colleagues. Trust is a delicate commodity that takes time to build and can be shattered in an instant. Therefore, leaders must be intentional about cultivating trust through their actions, decisions, and communication.

In the professional realm, influence is often intertwined with the value one brings to the table. Answering the "How can you help me?" question involves showcasing your skills, expertise, and the tangible benefits you can offer to others.

This is not about self-promotion but about understanding the needs and aspirations of those around you. By actively seeking opportunities to contribute, solve problems, and support others in their endeavors, you position yourself as a valuable resource. Influence is a reciprocal exchange, and by consistently demonstrating your ability to contribute, you solidify your position as someone worth listening to.

Building influence is a nuanced process that requires a thoughtful approach to interpersonal dynamics. By proactively answering the three key questions – Do I like you? Do I trust you? How can you help me? – individuals can cultivate meaningful connections, establish credibility, and position themselves as influential leaders.

Remember, influence is not about manipulation but about creating a positive impact. Whether you're a leader, a team member, or sales professional, taking the time to genuinely connect with others, build trust through your actions, and consistently provide value will set you on the path to becoming a person of influence in your professional sphere.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

What Is Sales Account Management

December 16, 2023

Sales account management entails building strong, trust-based relationships with a specific group of accounts. This role goes beyond merely selling products or services. Instead, account managers act as the primary point of contact, serving as a trusted advisor to their clients. They understand their customers' needs, challenges, and goals and work collaboratively to address them. Account managers serve as advocates for their clients within the company, ensuring excellent customer service, facilitating problem-solving, and identifying opportunities for growth. By providing personalized attention and tailored solutions, they build customer loyalty and enhance the overall customer experience.

Successful sales account management requires a deep understanding of financial metrics and profitability analysis. Account managers must be able to evaluate the profitability of each account and make data-driven decisions to allocate resources effectively. By analyzing sales data, pricing structures, and costs, account managers can identify opportunities for margin improvement, cost reduction, and upselling or cross-selling. This financial acumen allows them to prioritize accounts, allocate resources, and optimize sales strategies to maximize profitability and drive sustainable growth.

Growing account revenues is a core objective of sales account management. To achieve this, account managers employ various strategies tailored to their customers' unique needs. Some effective strategies include:

Building Strong Relationships: Account managers focus on building trust, understanding their clients' businesses, and aligning their products or services with their customers' goals. By nurturing relationships and delivering exceptional value, they encourage account expansion and repeat business.

Upselling and Cross-Selling: Account managers identify opportunities to upsell or cross-sell relevant products or services to their existing accounts. By understanding their customers' evolving needs and providing tailored recommendations, they can increase the average deal size and revenue per account.

Identifying Growth Opportunities: Account managers actively seek out opportunities for account expansion by identifying new projects, markets, or business initiatives within their customers' organizations. By staying informed about industry trends and customer challenges, they position themselves as strategic partners and help drive their clients' growth.

Sales account management is a specialized role that focuses on building and maintaining strong customer relationships to drive sustainable revenue growth. Account managers act as trusted advisors, utilizing their financial understanding to assess profitability and make data-driven decisions. By employing strategies such as relationship building, upselling, cross-selling, identifying growth opportunities, and providing value-added services, account managers can successfully grow account revenues and foster long-term customer loyalty. With the right combination of expertise, personalized attention, and strategic thinking, sales account management becomes an art form that drives both customer satisfaction and business success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

How To Build Customer Relationships

November 4, 2023

In today's competitive business landscape, building and nurturing strong customer relationships is more important than ever. While closing a sale may bring immediate gratification, establishing a long-term connection with customers requires a strategic approach and a genuine commitment to their success. To build lasting customer relationships, it is essential to focus on supporting customers, understanding their business, and aligning with their goals. In this blog post, we will explore these key principles and provide actionable insights for cultivating enduring customer relationships.

First we should state that building trust with customers is not a sprint, it is in fact a marathon. We need to continually focus on supporting our customers in all aspects of our organization. It encompasses creating a positive experience throughout the customer journey. Show genuine care and attention, promptly responding to queries and concerns. Be proactive in anticipating their needs and offer personalized assistance. By providing exceptional support, you build trust and foster loyalty, setting the foundation for a long-term relationship.

To truly connect with your customers, it is crucial to understand their business and their particular industry. We need to invest time in research, gather insights, and gain a deep understanding of the customer’s pain points, challenges, and opportunities. By acquiring this knowledge, you can position yourself as a strategic partner, offering tailored solutions that address their specific needs. Aligning your products or services with their goals demonstrates your commitment to their success.

Every customer has unique goals and objectives as well. Take the time to engage in meaningful conversations to understand their vision and aspirations. By actively listening and asking thoughtful questions, you can uncover valuable insights that will enable you to provide solutions aligned with their goals. Tailor your offerings to help them achieve their desired outcomes, and continuously reassess their evolving needs to stay ahead of the curve.

Clear and effective communication is the cornerstone of any successful relationship. Regularly update customers on relevant industry trends, product updates, and opportunities for growth. Be proactive in addressing any concerns or challenges they may encounter. Foster an open and transparent line of communication, encouraging feedback and actively seeking ways to improve your offerings. By being attentive and responsive, you demonstrate that their opinions matter, building trust and loyalty.

Building enduring customer relationships requires consistency in both actions and values. Be reliable in delivering on promises, meeting deadlines, and maintaining high-quality standards. Consistency creates a sense of dependability and reliability, fostering a strong foundation for trust which is something I have written about in the trust equation. By consistently providing exceptional experiences, you differentiate yourself from competitors and become the go-to partner for your customers' needs.

In the fast-paced business world, it is important to recognize that building customer relationships is a marathon, not a sprint. By focusing on supporting customers, understanding their business, and aligning with their goals, you can create long-lasting connections that go beyond individual transactions. Remember, nurturing customer relationships requires ongoing effort, active listening, and consistent communication. By becoming a trusted partner, you will foster loyalty, increase customer satisfaction, and position your business for long-term success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

How To Make A Profit In Business

September 9, 2023

In business, the pursuit of profitability remains a primary goal for entrepreneurs and organizations alike. To achieve sustainable success, it is crucial to adopt strategies that focus on optimizing profits. In this blog post, we will explore three fundamental factors that contribute to maximizing profits: understanding the sales price minus costs equation, conducting thorough market research, and scaling the workforce strategically. By implementing these strategies, you can pave the way for increased profitability and long-term growth.

1. Sales Price Minus Costs: One of the fundamental principles of profit maximization is the calculation of the sales price minus costs. To determine profitability, it is essential to analyze the revenue generated from sales and subtract the costs associated with producing or delivering the product or service. By understanding and carefully monitoring this equation, you can identify areas where costs can be minimized without compromising the quality or value of your offering. Regularly review your expenses, negotiate with suppliers, and explore more efficient processes to optimize your profit margins and you will succeed at managing good profits so you can invest back into your organization.

2. Doing Homework on the Market Place: Market research is the backbone of any successful business. Understanding your target market, customer preferences, and competitive landscape allows you to position your product or service effectively and identify opportunities for growth. Conducting thorough market research enables you to identify the pricing sweet spot—finding the balance between competitive pricing and maintaining healthy profit margins. Analyze market trends, consumer behavior, and competitor strategies to gain insights that will inform your pricing decisions and allow you to maximize profitability.

3. Scaling Workforce Strategically: While expanding your workforce may be necessary to accommodate business growth, it is essential to approach it strategically to avoid unnecessary costs that may eat into your profits. Rapidly scaling your team without careful consideration can lead to bloated overheads, inefficiencies, and potential cash flow challenges. Instead, evaluate your business needs and growth projections, and scale your workforce accordingly. Consider outsourcing certain functions or leveraging technology to automate tasks and streamline operations. By scaling strategically, you can strike a balance between productivity, cost-effectiveness, and profitability.

Maximizing profits in business requires a strategic approach that encompasses several key factors. Understanding the sales price minus costs equation enables you to optimize your profit margins by minimizing expenses while maintaining the value of your offering. Thorough market research helps you position your product or service effectively, identify competitive pricing, and identify opportunities for growth. Scaling your workforce strategically ensures that your business remains agile, efficient, and cost-effective. By implementing these strategies and continuously evaluating your business model, you can pave the way for sustainable profitability and long-term success. Remember, profitability is not just about revenue generation; it's about creating a solid foundation that supports growth, innovation, and a thriving bottom line.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Writing a Sales Strategy

August 26, 2023

A sales strategy is a plan of action for achieving sales targets and objectives. It involves identifying target customers, determining the products or services to offer, setting pricing, and outlining the steps to take to close deals. It is crucial that creating a great sales strategy is essential in growing our revenue and profits. Here are some steps to help you write a sales strategy:

1. Understanding Your Market - The first step in developing a sales strategy is to identify your target market. Who are your ideal customers? What are their needs, pain points, and purchasing habits? What is the competition doing and how are they succeeding as well as faltering. By understanding your market, you can tailor your sales approach to meet their specific needs.

2. Understand What Customers Need – Ask the customer what they are having pain points with. What is concerning them to grow their business? What is their greatest area for need? What is it that they believe is missing in the product offerings at this moment. Ask lots of questions. This is crucial to understanding what the customers need.

3. Use The Correct Sales Process – The key thing that makes anyone successful is following a process. As boring as that sounds, a structured process makes us more efficient. Our speed and free thought will go up because of the process. Check out The Sales Process Uncovered Book for more information.

4. Setting Goals – Goal setting is crucial to have a target to shoot for for the team. We need to know what we are shooting for, or we will hit nothing. Creating SMART goals that are strategic and have a time table so we can gauge how we are doing to the goals.

5. Recalibrate – Just because we set our goals and our plan does not mean we are done. The market constantly changes and customers come and go. We need to recalibrate regularly, travel with sales team, and be intentional to check our plan to see if it is still relevant.

Sales strategy is essential for achieving sales targets and objectives. By using these five steps you will have a winning sales strategy to stay ahead of the competition. This increases revenue and profits. Now that is a strategy I like!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Seven Tips For Business Networking For New Entrepreneurs

August 12, 2023

As a new entrepreneur, building a strong network is essential to help your business grow and achieve its goals. However, networking can be intimidating, especially when you're starting out. Here are some tips to help you network effectively:

1. Attend industry events: Look for events related to your industry and attend them. These events provide an excellent opportunity to meet other professionals and exchange ideas. They can also help you stay updated on new trends and developments in your field.

2. Come prepared: Before attending a networking event, prepare yourself. Get your energy levels up especially if you are an introvert. Be ready to engage in conversations and follow up with people afterward. A great tool that you can use for capturing leads is mobile card. I gave up handing out business cards and worrying if they would end up in bathroom stalls or trash cans…. Make sure you are not being superficial and speed dating when meeting new prospects.

3. Join networking groups: Joining networking groups is a great way to meet new people and build relationships. These groups can provide opportunities to connect with other like-minded entrepreneurs and professionals in your industry. The University of Toledo has the Family Business Center which is a great resource for business leaders. I am sure other Universities have this as well near you.

4. Build authentic relationships: Focus on building genuine relationships. Take the time to get to know people on a personal level, find common interests, and build trust. This approach will make people more likely to want to do business with you in the future.

5. Follow up: After meeting someone at a networking event, make sure to follow up with them. Send them an email or connect with them on social media. Take the time to personalize your message and show that you are genuinely interested in building a relationship. A great resource I talked about earlier is Mobilo.

6. Give before you receive: Networking is not just about what you can get from others. Look for opportunities to serve others in your network. This could be as simple as sharing information or resources, making introductions, or providing support.

7. Be consistent: Building relationships takes time and effort, so be patient and persistent. Attend events regularly, follow up with people, and stay engaged.

Networking is an essential aspect of building a successful business. By attending events, joining networking groups, building authentic relationships, following up, giving before receiving, and being consistent, you can build a strong network that will help your business grow and achieve its objectives.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Alternative Sales Manager Titles

June 10, 2023

In today's fast-paced and competitive business environment, organizations need sales managers who can lead their teams to achieve extraordinary results. While all sales management roles are critical, the role of a Sales Leader is becoming increasingly important for organizations looking to stay ahead of the competition. In this blog post, we will explore why a Sales Leader may be better than other sales management roles.

Sales Leaders have a unique perspective on the market and customers. They are focused on building strong relationships with customers, identifying new business opportunities, and developing sales strategies that are innovative and effective. By building relationships with customers, Sales Leaders can gain valuable insights into what customers want, which can be used to develop tailored sales strategies that meet their needs.

Sales Leaders are highly skilled in managing and developing sales teams. They have a deep understanding of what motivates salespeople and how to create a high-performance sales culture. By setting clear expectations, providing ongoing training and coaching, and incentivizing performance, Sales Leaders can create a sales team that is focused on achieving extraordinary results.

Sales Leaders are visionaries and thought leaders in their field. They are constantly looking for new and innovative ways to improve sales performance and drive growth. By staying up-to-date with the latest trends and technologies in their industry, Sales Leaders can develop sales strategies that are ahead of the curve and deliver results that exceed expectations.

Sales Leaders are highly effective communicators. They are skilled at conveying their vision and strategy to their sales team, as well as other stakeholders within the organization. By communicating effectively, Sales Leaders can build support for their initiatives, create alignment across the organization, and drive success.

While all sales management roles are critical, the role of a Sales Leader may be better suited to organizations that are looking to stay ahead of the competition. Sales Leaders bring a unique perspective on the market and customers, are highly skilled in managing and developing sales teams, are visionaries and thought leaders in their field, and are highly effective communicators. By leveraging these skills, Sales Leaders can help their organizations achieve extraordinary results and drive growth.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Does Free Shipping Increase Sales?

May 13, 2023

Will I increase my sales if I offer free shipping? Amazon does it so does it generate more sales? How do I compete with Amazon and other big retailers?

These are some of the questions that I hear when I am coaching sales organizations with becoming the brand of choice. It’s something that sales organizations ask all the time when it comes to generating more revenues.

This is about the time that I burst the bubble about free shipping and making more sales. Amazon does offer free sales and they sell quite a bit of products on their sites every day. Sometimes I even buy too much on their site.

Yes, Amazon does offer free shipping, but they offer fast shipping, with great updates on their app that you can see how the product moves through their delivery system. They also offer really simple and low effort returns. The third thing that they do is offer free two-day shipping by a use of a subscription.

This is more than just simply offering free shipping. We need to look at our business and our product offering to understand what we can offer as a solution to our customers so that they will want to do more business with us. Likely we have more than one product / service offering that will benefit our customers far better than just free shipping.

This is the time we need to open our file cabinets and study our customers. What we can do to benefit our customers better? When we really understand our customers, we can start building partnerships with them to buy more and more of what we offer instead of one off sales. We want returning partners that will benefit the more they do business with us.

What I teach in the sales process is that we need to ask a great deal of questions at the beginning of the sales process to understand our customers. This is also the time that the customers start to believe we are really looking to help them and not just sell our products / service.

We need to get the customers to buy into us if we are ever going to sell them more. We need to make sure that we are building that influence and that is why it is crucial that we ask a great deal of questions to truly understand our customers. We need to understand their situation, their issues, and the ramifications.

If we can solve them and get the customer to a better way, then we will reap the rewards of more sales and increased revenues. Each customer has an acquisition cost and we need to make sure that we are selling enough to cover those costs to manage those customers. If we do not, then it does not matter as much about the revenue because we will have too high of costs resulting in lower profits. In the end profits are what keep businesses moving forward.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

What Else Could The Customer Buy?

May 6, 2023

Far too often money is left on the table by sales professionals because they are so giddy about making a sale. As soon as the paperwork is done, they are running off into the sunset to celebrate their victory. Only the great sales professionals know that if they are truly going to be successful, they are going to understand the customer so well that they can turn customers into partners buying everything they can from us.

You may be asking, what does that look like if I sell houses, or one main product / service.

It’s a fair question, but likely there are other products or services that are overlooked by sales professionals. Are there other solutions that our organization offers to help individuals with financial help, insurance, software, inventory management, etc? We should make sure that when we are at the beginning of the buying stage that we understand all the S.I.R.’s that the customer are experiencing.

S stands for situation. The customer is in a situation that they need a solution to avoid obstacles they are facing or will face in the future. During discussions it will be revealed the full scope and our organization has solutions to not only help with the surface level situation, but uncover the deeper level situation that are not truly recognized yet. Ever been to a therapist to talk about something and they ask questions and by the end you feel even worse because there was a blind spot you didn’t see? That is why we really need to ask a lot of questions at the beginning to dive deeper into the situation for our customers. When we do this, it will open up a great deal of possibilities for us to help them.

I is for issues. The situation that the customer is in has issues tied to it. Something is not working like it should because of the issues that are creating roadblocks for success. Just like the situation there are usually underlying issues that are not totally recognized yet and it is up to the sales professional to ask deeper questions to uncover those issues. When sales professionals do this, they can they help the customer even better than initially thought.

R stands for ramifications. That’s right, ramifications are the results if the issues for the situation are not resolved. It could be profit losses, job losses, or worse death. This is why doctors ask a great deal of questions because the ramifications are life and death. Most likely in sales the ramifications are not as severe, but the ramifications still have huge impacts on the customer’s performance. If the customers do not succeed in finding solutions to avoid the ramifications, they may be promoted to customer from their organization. That’s just a nicer way of saying fired 

It is up to the sales professional to make sure they understand the customer fully and deeply if they are going to help them. Most of the time if the sales professional does a great job up front they will make more sales and have a customer turn into a partner buying even more from them repeatedly. We don’t want one-time sales, we want repeat partners buying more and more from us if we are going to be successful in our sales careers. When do we do that well, we will have a better quality of life. Typically, that means larger bank accounts that we can do more trips, family memories, philanthropy, etc. To become the brand of choice we need to serve the customer well through the sales process. For more on that I have created my online member site for learning the sales and leadership concepts I teach without the price tag of having me in person.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

How To Sell More!

April 15, 2023

How can I sell more? How can I make more sales? How can I hit my goals?

These are questions that sales professionals often ask me. They are looking for a quick answer, pitch, or some kind of leverage to get their customers to buy more of their products / services.

Unfortunately, that is the incorrect lens to look through. Simply wondering how I can sell more of my product / service is not the question we should be asking. That makes the sales professional do and say things that are not true, and will likely come back to bite them in the long run.

Sales professionals have gotten a bad rap because of this lens they view selling through. Why do people associate Used Car Salesmen as evil? I’m sure not all of them are evil. Some may be, but the majority are just there trying to make an honest living.

Ever walked into a clothing store and someone ask you what brings you in today? Likely your response like most customers is something like, “Umm, just looking.” That is because we have put sales professionals in a category low trust and to be avoided if possible.

When I talk with organizations and sales professionals, I tell them if they want to grow their numbers, they need to build influence. That is right influence. Influence is the ability to have an effect on others and their decisions. This means that if we want to have influence there has to be trust involved.

If customers trust that we are there to help them with their situation, issues, and ramifications, then they will be open to our help. If not, they will just say, “just looking” and move on. We need to build that trust so that we can have influence with our customers if we want them to buy more of our products / services.

True if we only want a one-time sale we can lie and not worry about building influence, but unfortunately each person that we are selling to has influence over 100-150 other individuals. That means we are jeopardizing a lot more when we just focus on a one-time sale.

If we focus on building trust and influence with our customers, serving them well, then we will have the opportunity at more sales with others in their influence. If we focus on serving customers to solve their situations, issues, and ramifications with a great experience, then they will tell others that they need to deal with us. That is like having our own salesforce that we don’t even have to pay. Who wouldn’t want that?

Here is the interesting thing. I have served customers well with a great experience and they did not buy my product / service. Because I served them so well, I have had others that I have never met reach out to me and bought from me because they were referred by the person that I didn’t make the sale to. I have also had that same person reach out later to buy something else in the future.

To succeed in sales, we need to really focus on serving the customers to the best of our ability. If we serve them well even if we do not make the sale this time, they will remember what we did for them and how we served them. They may come back at a later date, or tell others that they need to deal with us.

Remember Sales is a marathon, not a sprint!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Does Free Shipping Increase Sales?

April 1, 2023

If I include free shipping, will it automatically increase my sales? Does free shipping make people buy more?

These are a couple questions that I have been asked about the free shipping topic. Unfortunately, the answer is, it depends… With Amazon selling so many things people have been accustomed to being able to get free shipping on a great deal of their orders at a lower dollar amount. Amazon does a fantastic job of customer service with free shipping, easy returns, and ease of shopping.

Just adding free shipping on a product that we offer does not mean that will automatically generate more sales. We need to look at our products that we are offering and understand the current customer buying habits first. How often do we receive returning customer purchases for the same product. Who is buying our product. Why are they buying the product again and again.

Before we just pull the trigger of offering free shipping, we should understand what our business is doing and understand our customers. This will help us understand if free shipping is worth it. Simply adding free shipping is not going to be the end all save all either.

We may need to know how to get customers to buy add on products so that we can generate more sales as well. This means that we will need to set the dollar amount high enough to get add on sales. If we simply add free shipping for one product we will lose the opportunity to sell more accessory products to our customers that they may be missing out on.

We likely have a great product line that the customers have not tapped into yet so we need to find ways to get them to buy more or our offerings. Typically add on products that are smaller in purchase price have higher profit margins as well. How can we entice others to buy these add on products.

Amazon in their app makes it so easy to get to the dollar amount by getting customers to order multiple things. They also offer prime service subscriptions so that people can get their orders faster, but the customers pay for this. Amazon also makes it easy to return products which is why people keep coming back.

It revolves around customer service. How we serve the customer affects our sales more than free shipping could ever do. If we want to generate more sales, the customer experience with us has to be high. The customer has to know that we are there to help them be the hero of their own story. If we do that then we will win more sales.

Free shipping alone will not drive more sales unless we are doing other things to enable the customer to win when they do business with us.

How can we serve them better should be the filter we use to drive more sales.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Communication is Key for Success

March 25, 2023

It’s not what you’ve said, but how you’ve said it.” How about, “All you needed to do was communicate and we could have avoided this issue in the first place?”

No one is perfect with their communication, but we have to be good at communication when we are in a sales position or in a leadership position. Communication is a key ingredient in a successful business. It is actually the most important quality as a leader as well.

We may be the most brilliant leader, but if we can not communicate with those we lead, then we are not going to be able to go anywhere with anyone.

Leaders need to focus on building up their communication skills if they want to go far. There are many different ways we can grow our communication.

The first way we can become a better communicator is to check our posture. That is right, the majority of communication is nonverbal. That means what we say and how we say it are affected by our facial expressions and posture. If we are walking around like EOR (from whiney the pooh) and are trying to present good news, how does that land?

When we communicate to communicate a point, we can use stories. That’s right, stories are what we humans gravitate to when we are learn lessons. Stories allow the listeners to become a part of the story and learn the lesson that is being communicated with us. We love stories to learn lessons. We love to hear a good story and when we add the point to it, we grasp it better.

Another way we can become better communicators is to not use $100 words. That’s right too many people like to seem more intelligent by using large words that others may not understand in order to seem smarter. This is actually counterintuitive. The best leaders are able to take complex topics and communicate them in a way that a middle school child could understand them. Being able to break complex topics down into easy to understand language is essential.

There are many ways to improve our communication. We can record ourselves when we are practicing our speech, we can go to toastmasters to learn how to tell stories better, and we can go to acting / improv classes to learn how to present better. Using a little humor is like giving a little sugar to let the medicine go down smoother.

We need to become great communicators if we are going to lead organizations into the future. Without it we will lose engagement, influence, and profits.

For this year I would highly recommend making it a goal to get better at communicating if you want to excel in your career. It will pay off greatly when you reach the next level in your career and your future self will thank you.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

The Sales Process Uncovered Membership Page“

Want Customer Loyalty? Then Change Your Focus

March 4, 2023

Just about every major retailer has a loyalty program. Offers are given with point systems in hopes of retaining customers. These are all great things, but there is one area that businesses are falling short when they try to build customer loyalty.

All of us are familiar with Starbucks and Chick-Fil-A who both host lines for the drive through wrapping around parking lots and disrupting street traffic flow. What we need to do is think about ways to serve customers so well and consistently that they want to keep coming back.

Both Starbucks and Chick-Fil-A do one thing really, really well. It’s customer service. That’s right, they are always going above and beyond the call to serve the customer. This is resulting in customer loyalty, a Fanocrocy, and great business success even during pandemics. People will literally wait in 20 min lines for a cup of coffee, or a chicken sandwich (with waffle fries of course.)

Chick-Fil-A also has one thing they do every time they serve us when we say thank you. They respond immediately with “it’s my pleasure.” They literally ingrain each employee to be customer service focused. It does not matter which location we to go, we still get great consistent service.

When an organization focuses only on profits and not on serving the customers it never ends well. Doing the right thing consistently over time creates brand loyalty. Making sure we have set up a customer experience mindset, we will see customers return again and again. Even if we sell and inferior product / service, by serving the customer we will see returning customers.

Too many organizations focus on short term profits. One main driver for this is publicly traded companies focusing on making their stock holders more money as their main goals. All organizational goals serve this one main goal. How do we make shareholders more money? Unfortunately, these large organizations forget about the investments needed to keep the customers happy who are actually paying the bills. Investments to maintain quality, delivery, and customer focused service.

Organizations should consistently do the right thing for the customers to generate loyal “Fans.” When “Fans” pledge their loyalty to us, they tell others how awesome our organization is They share stories of how we have helped them and rave about our service. We have sales people selling for us that are not on our payroll. Wouldn’t you like that?

Do not take the customer’s payment and walk away from the transaction waiting to see if the customer will buy from us again before we give extra effort. Give the extra effort up front and every time we engage people and we will be rewarded! Consistency over time equals more profits and more customer loyalty.

I am also not sponsored by either organization discussed in this blog, but if they want to give me free food, I fat Kevin would be glad to accept it :)

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Relationships who needs them...?”

February 25, 2023

Good morning everyone,

As we venture deeper into the 21st century, and AI is now becoming a crucial part of our businesses. People wonder if we really need to have relationships with customers anymore. Do they care about who they buy from? Do customers just think of our businesses as commodities? Why do we need to have focus on relationships?

Each person that we come in contact with has influence over 100 to 150 other people. That’s right when we have conversations, meetings, etc. we are affecting how we are talked about to other people. If we have a bad interaction with a customer, guess what can happen? They can tell everyone they know in a quick post on social media, tweets, live videos, etc.

We have to be at the top of our game when we engage people each and every day because their friends and family that they interact with will also know how we treated them. People no longer step in to help stop fights, they instead pull out their phones and hit record. I guess it’s easier…?

Having relationships with others is how we get things done. We have influence with those people and that influence carries over to all the people they too influence. If we have bad experiences with a sales professional, we will let everyone know. If we have a great experience, what do we do? We rave about the experience and why others need to do it to.

Putting on our sales hat when we engage others is how we start to set the stage in the correct order. It is almost an art form watching an old sales professional work the personal relationship and send birthday cards for the customer’s family, as well as celebrating wins that the customer has had. Meetings on the golf course have transacted in large business deals that cannot be instantaneously measured. Looking back on the sales process and building relationships will allow your business to grow with your customers. The transactions do happen, but after work on the personal side. People will not buy from you if they do not know, like, and trust you.

I encourage you to leverage the personal side of business along with the professional side. If learning about people was not important than why do Amazon, Facebook, and your smart phones listen in on your conversations as well as track your searches? Statistics have shown that when there is a relationship in place between organizations a great deal of growth has happened as well.

Send a card for your customer’s birthdays, kids’ birthdays, weddings, anniversaries, etc. It is a great feeling to celebrate with your customers and form lasting relationships.

Remember the first buying decision a potential customer makes is the us.

Grow that relationship!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Sales = Influence = Leadership

February 18, 2023

When I decided to become a professional salesperson, it was based on the sales pitch that if you want to be a better manager, more successful in any career, you need to know sales. I was an engineer at the time and wanted to climb the corporate ladder. I dreamed of leading groups of people and helping the team shatter goals while working together. It was not until I received my certification from John Maxwell to be a speaker, trainer, and coach that I understood that Leadership and Sales go hand in hand.

Throughout the certification training John Maxwell stated, “Leadership is Influence, nothing more, nothing less.” John states this over an over when he talks on leadership. One gauge that John uses to see if we are good leaders is to see how many people that volunteer look to us for leadership. When we are moving forward for a cause how many people are willing to follow us when we are not paying them.

People being paid by us are doing so because they are receiving payment for their services so just because they follow us, does not mean that they believe in us. If we are not paying these people and they are following us, then we know that they are following because of our leadership. This is done by our influence. The more influence we have, the more people will fight by our side for the cause.

What I learned through sales is that the more influence we have with our customers, the more they look to us for help and want to do business with us. The more we help them get what they want to go, the more we provide top notch service, and the value that we bring causes us to gain influence. They reach out to us for advice and help. It does not have to be the product that we sell either. I have had customers reaching out to me for advice in marketing, software packages, cars, digital cameras, etc. I was gaining influence with them and they were reaching out to me for help in other areas.

That is when I started really looking at this sales and leadership thing to see if there were common threads. The truth is that sales and leadership are based on influence. Great leaders are those that can sell a vision to their organization so much so that the people will “Charge the pits of Hell with a water pistol” – Dave Ramsey. The most influential people use sales practices to drive forward and get their teams engaged.

Steps in the sales process to get the customer engage translate right into the leaders process to gain influence with those around them. They both find the needs of the organization and people, verify those needs, and present the solution in a way to drive engagement to move forward together. The great thing is that it really is not that complicated. It’s following a process over and over again gaining influence. That is why I love working with leaders and sales professionals to help them move forward and grow. They are so similar that this one process I help with will enable sales professionals and leaders to gain their influence.

If you are someone looking to grow your influence reach out to me today and I would be happy to review where you are at, where you want to go, and how you can get there. It’s not complicated, and you can do it.

Reach out here if you would like to start the discussion.

Have a great weekend!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Why This Questions Is Crucial With Others

December 17, 2022

Isn’t this a question we all ask? How can you help me?

All of us by nature are born with the innate desire to find out how we can be helped by associating with others. Call it selfishness, survival, whatever you want to call it. We are born with this desire to find out how we will benefit by the interaction with another.

Our customers want to know how they will get to a better place by doing business with us as well. Just like us, they want to know how their lives will improve. It’s up to us to answer that question each and every time we interact with them. If we chose not to, then we will find ourselves receiving price down requests instead of how can we help them innovate. No one wants to continually fight cost down requests. We want to have people coming to us for help and providing solid solutions for them.

The question we should be asking ourselves is what do we have in our capabilities to make the customer’s life better? How by doing business with us will we help them. This is a crucial change in our focus. Instead of focusing on how we can benefit, we need to shift that focus onto how we can help the customer. What is it that we, and our organization can do to help the customer get to a better place.

Do we have a software package that will allow for the customer to spend less time counting inventory with real time updates? Do we have interactive videos that will help the customer walk through and diagnose malfunctions with their equipment? How about an app that tells the customer when their robot they are using is not functioning as efficient and needs a service call before it breaks?

One thing that I have strived to do is add value in each interaction. It doesn’t have to be monetary all the time. It can be helping the customer with software that we are fluent in that they may be having issues with, ideas and local hot spots for a vacation location that the customer wants to travel to that we have also visited, life hacks, deals, helping them find toilet paper when the country is freaking out during a pandemic, connecting them with someone we know that can help them, etc.

The key is to take the focus off of wondering how we can capitalize from the exchange and how we can add value to the customer. I love the quote from Zig Zigler that says, “You can get everything in life you want if you will just help enough people get what they want.” Read that one more time and marinate on that for a few minutes…

It doesn’t mean we just give away all of our profit if we are selling something, but it does say constantly add value with those we come in contact with and focus on how we can help them. Not for how we will benefit, but how that person will get to a better place. It is harder to accept something with a closed fist, but with an open hand more can be added.

I know we are all in stressful times right now with what is going on in the world, but we will get through this and we will become stronger because of it. Innovation is happening each day and we will be ready for the next challenge. If we open up our hands today and help those around us especially in this time of need, we will get to a better place ourselves.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The Question To Ask For Trust With Others

December 10, 2022

Today we get into the second question that customers are asking themselves when speaking to sales people. Do I trust you?

That is a huge question that if answered No, can stop you from selling anything to that customer. If they do not trust you then you are stuck and you can’t get past the first of five buying decisions.

I have spent the majority of my sales career studying why people buy. Being that I was an engineer there had to be an equation and magic was not going to be the answer. What I found is that when people use humor, are upfront, and show empathy towards others. That is when people really start to open up and trust.

I’ve had a manager that had issues gaining trust. This manager would openly tell anyone he first met within the first few minutes about his Christianity, but his actions would contradict what he would say he stands for. He was explosive to be around and would demand you follow his view points on business. If you challenged his view points, watch out!

This kind of behavior erodes trust the same as lying to others. Trust is crucial for any kind of growth between sales organizations and their customers.

So how can we grow trust fast?

1. Social Proof

2. Heart of a teacher

3. Open and honest communication

4. Encourage customers to show you opportunities for improvement

Social proof is using a mutual connection between the customer and yourself. So many people like Dr. Oz, Dr. Phil, music artists, etc would see huge followings after being on the Oprah show. Once they leveraged that connection, they were considered the go to expert. Now we can’t all get on the Oprah channel, but we can leverage anyone that we know who knows us well that could reach out on our behalf.

Having a heart of a teacher is offering help to the customer get them to a better place even if it does not benefit you. Teaching the customer to give them free knowledge for the heart of helping them is something that is lacking in today’s culture. People tend to only want to help if they will receive something in return. What I can tell you is that if you want to gain trust, you have to have a heart of a teacher to help the customer.

Open and honest communication means reaching out when you see something bad coming, but also making sure that the customer is not unsure about anything related to your products. Making sure that they are communicated to in a personal level is key. Pick up the phone when you can instead of just sending an email. This is something that I still struggle with sometimes when I am busy, but what I have learned is making sure I talk to the customer is key. Keep in mind the written word it taken negative most times when someone reads it. Most of communication is nonverbal, posture, tone of voice, etc. An email does not help with communication.

The last key thing to do is encouraging the customers to show you opportunities for improvement. Allowing the customer to feel like they are a part of the product design in the future makes them feel like they are a part of something more than just themselves. We all strive to feel like we are included in decisions, so encouraging them will allow for this to open up.

There you have it. Four ways to grow trust fast. Just put on your SHOE to walk with the customer… You need to have your shoes on if you plan to walk the talk.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The First Question to Ask

December 3, 2022

Good morning everyone. Last week we discussed the three questions that customers ask when the meet with us on every interaction. If you missed it go back and read it as it will help you with this week’s post. it only takes three minutes to read.

The first question that we ask ourselves subconsciously when we interact with another person is “Do I like you?” Our brains are trying to figure out if this person standing in front of us is a threat or a potential ally. Should we stay, or run like…

Physically our bodies will change posture depending on how this question is answered. Our posture will literally change as much as leaning in to leaning back depending on engagement and trust. This is why sales professionals have been taught to always mirror your customer’s posture.

Did you know that depending on if you are male or female you tend to want to stand in different postures when interacting? Women prefer to stand at 90 degree angles to men when they are interacting in the personal space. They naturally want to keep a guard up to not feel vulnerable. Men typically like to stand face to face total body facing their counterpart.

Are you starting to see how this might be a problem getting someone to like you if you do something small like use the incorrect stance?

Here is something else that will impact the way someone answers that question. The color you wear on your clothing can also impact how you are judged. That’s right the color we wear actually has an impact on how others perceive us. We could start the discussion off on the wrong foot just by color. In Robert Cialdini’s book “Influence” he breaks down the colors and what they mean. It is a must read if you are working to sales! To make it easier for you, I tend to wear light blue and white shirts when I meet someone for the first time because those colors are associated with “Trust.” They are also calming colors. I want the customer calm and feeling like I am a trustworthy advocate for them.

I make sure to wear the right color tones for the meeting that I am about to have. The reason is I need the customer to feel at ease while meeting with me. They will be more relaxed and willing to hear me while we are discussing a topic. I also pay close attention to their posture as what I have learned is that 93% of communication is actually non-verbal.

Here are some other factors that can affect the first impression:

Scents you wear, voice tonality, pace of speech, jewelry, etc.

The old saying you only get one chance to make a first impression still is true today. Making sure we are paying attention to the person standing in front of us will help us greatly generate trust.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training