March 2001 - Coaching Cards™

This month’s topics:
 
Fayerweather Consulting
Coaching Cards™

CRM!

What is Customer Relationship Management and what are you doing about it? The first step in managing your customers is knowing who they are and where they are. All businesses need a system to keep track of their customers. What-ever method you use, it should be current and accessible. Your customer database is a very precious asset, one that should not be wasted.
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The Chamber Lunch

Many sales people feel out of place at the monthly Chamber luncheon. Knowing that everyone feels the same way should help you to feel more comfortable. Take the initiative to get others at the table to introduce themselves. People will appreciate the fact that you have assumed a leadership position and will remember you in the future. Being the host helps you to build your brand – one that is positive for you and your company.
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What's a P/L anyway?

Every business needs to look at its Profit and Loss Statement (P/L) at least monthly. Here is what it will tell you.

Net Sales (Gross Revenue)

minus Cost of Goods Sold (COGS)

equal Gross Profit (Margin, Gross Margin)

minus Overhead (rent, marketing, etc.)

equal Net Profit before taxes.

With this information in hand, you can compare your business month to month, make educated projections and also compare your firm to national averages.

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Retain Control

Most sales people are not comfortable asking for the sale. To make yourself feel more at ease, instead of asking for the close, propose a solution based on the facts you’ve gathered. Your solution may not be totally appropriate, but your customer will probably tell you how to make it fit better for them. Using this technique keeps the communication in a conversational mode, which is more comfortable for everyone.

 

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Linda Fayerweather

(419) 897-0528
lindafay@lindafay.com
BUSINESS

Debby Peters

(419) 833-5182
debby@salesandmore.com
SALES
www.salesandmore.com

Fayerweather Coaching | Coaching Cards™