| Idea of the Week |
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| This is a weekly column transcribed from my Radio Show. "Idea of the Week" is the segment of the show in which I explore in depth one sales technique that you can apply right away. Roll up your sleeves, and sharpen your pencil. This is an ACTION idea! |
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I talk in my seminars about the quadrant theory of products and customers. There are two sides of the product area. There are old products, which are current, and there are new products, which are potential. And there is the same thing on the people or company side. There are old or current customers, and new or potential customers or prospects.
If you cross the lines you come up with four quadrants. The first quadrant, retention, is current product, current client, which is where we ought to spend about half our time. The second quadrant is new products, current clients. Don't be afraid to let your customers know what else you can provide. The third quadrant is offer something you're really good at to a new person, and the best way to do that is through referrals so you don't have to face that maximum rejection. And then the fourth quadrant is the thing that we all hate doing, but we have to do to season our business, to sprinkle the new ideas into our business, and that is go out and talk to somebody brand new about a product that is brand new to them, or something that is an emerging product for you. So if your company decides to expand its offerings and get into a new area, and it means you have to go talk to a new caliber of person, you're in the trailblazing quadrant.
The reason I call it the trailblazing quadrant is, if you think about what happened to the pioneers as they blazed a trail across our great country in the 1700's, what happened to a lot of those pioneers? They got slaughtered. So we have to understand as salespeople that we're going to face maximum rejection in quadrant four, but sometimes we have to spend time there in order to maintain our business or guarantee we're going to be successful in the future.
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| Warren's Favorite's |
Obligating Questions
The best way to learn how to ask obligating questions is to think about the phrase "what's next?"
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The Elevator Speech
There are skills to networking. One of the first things you'll need to do is condense a description of yourself...
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I
provide these valuable resources free of
charge for you to train your sales staff. However,
there are some restrictions on the use of
materials found on this site. Please see my Use Policy.
If you have questions or comments, please
contact me. |
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– Warren
Wechsler |
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