In this article, John Di Lemme is teaching from two of his best-selling books, 177 Motivational Success Quotes to Live the Championship Life and 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing.
Get the books for FREE and follow along with the teaching at www.177Quotes.com and www.HowToCloseMoreSales.com.
Point #1 – Your Client Doesn’t Care if You are Having a Bad Day (From Quote #133, “Enthusiasm is a rare trait for a failure”, from the 177 Motivational Success Quotes to Live the Championship Life):
Your clients are looking for the best day ever because of the experience they will have with you. People want to feel awesome, it’s just a fact! How enthusiastic are you about your client’s experience? No matter what kind of day you’re having, your client should think you’re having the best day of your life. They should expect you to make them feel the same!
Providing extreme customer service begins with your attitude. Your attitude should be entirely positive and focused on excitement! Your clients have to leave you feeling better than they did before they did business with you.
Point #2 – Look Up (From Quote #73, “Focus eliminates confusion”, from the 177 Motivational Success Quotes to Live the Championship Life):
You have to solely focus on your clients. Get off of your smartphone; just put it down! Pay attention and make eye contact with everyone you come into contact with. Focus is felt through communication. Is your communication focused? Can your clients feel your focus? They should feel appreciated, important, and respected.
When you focus on your clients, it will eliminate any confusion they may have regarding your business. If they feel your focus, it will deepen your relationship. Your employees also have to have undistracted focus on your clients. Their phones and other distractions should be put in their lockers or in your back office areas.
This is a no questions asked policy; just ask the Ritz Carlton or my team members. Paying attention is the #1 way to make your clients feel special!
Point #3 – It is FREE to be Nice to People and to Truly Mean It! (From Strategy #3, “Never Prejudge”, from the 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing):
Your mind conversation creates your mouth conversation; Meaning, you will speak whatever you’re thinking. You can’t think about how much someone is able to invest in you because you may talk yourself out of your miracle! You can never prejudge a potential client! When you’re not nice to someone, you’re prejudging them.
Yes, you should be absolutely genuine and sincere with your clients and potential clients. It’s simple, common sense to be nice and pay attention to people. Having a nice attitude is a way of respecting those you come into contact with. If you want people to respect you and your business, you have to respect others first.
Point #4 – Always MAX OUT The Last Impression (From Quote #141, “Preparation builds confidence”, from the 177 Motivational Success Quotes to Live the Championship Life, and Strategy #2, “Always Be Opening”, from the 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing):
Before hanging up with your client, ask them if there is anything else you can do for them. When you’re face-to-face with your clients, you should have a huge smile and thank them for their business. You have to max out your last impression by even letting your clients know that you will see them again soon! Saying this leaves the door open and allows anticipation for them to do business with you again soon!
Always speak your future relationship into existence. Never say “goodbye”! This is a huge point that most people never do! It’s too easy to royally mess up the last impression so be sure to hone in on this point.
Point #5 – Always LISTEN MORE and TALK LESS (From Strategy #13, “Actively Listen”, key word Active, from the 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing):
Let me say it again…Make your client feel special because they are talking more and you are LASER FOCUSED, paying attention to them. Your clients can hear you paying attention to them when you make an offer by starting off saying, “Based upon what I’m hearing you say…”
I’m known for saying, “The more you learn, the more you earn”. It’s simple. When you listen to what your clients are saying, you’re learning about their needs and/or wants. Recommend a product based upon everything they share with you. That’s how you earn more! Just talk less and listen more!
Point #6 – Always Wear Nametags (From Strategy #4, “Dress for Success”, from the 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing):
No one should ever question your name when they meet you at your place of business. You and everyone on your team has to wear a nametag. How frustrating is it to walk into a business and question who actually works there? Nametags eliminate this confusion. Wearing a nametag is part of dressing for success.
You and your associates should always be dressed for success from head to toe. Dressing for success not only builds your confidence, but it builds your client’s confidence in you as well! Your clients will absolutely appreciate your professional attire.
Point # 7 – Make Your Environment Crystal Clean (From Quote #100, “What you do behind the scenes, predicts your scenery”, from the 177 Motivational Success Quotes to Live the Championship Life):
Inside of the word “scenery” is “see”. What are your clients seeing? Your environment should be crystal clean like Disney and the Ritz Carlton. Yes, crystal clean!
Take a walk around your place of business and notice everything that your clients would notice when they come in. Your surroundings have to be cleaned up. You environment can never be too clean!
In this article, John Di Lemme taught from two of his best-selling books, 177 Motivational Success Quotes to Live the Championship Life and 17 Highly-Guarded Strategies to Close Every Sale Guaranteed Plus How to Combat the Fear of Closing. Get the books for FREE at www.177Quotes.com and www.HowToCloseMoreSales.com
To Whom It May Concern,
My name is Carol Grant, and I am an attorney in South Florida. I have been an attorney for over 17 years, and before I met John Di Lemme, I was just spinning my wheels going around in circles without any growth in my career. I had no goals or direction.
But all that changed when I met John in February 2012. At that time, I had less than a handful of clients and my law practice was nearly nonexistent. As a direct result of coaching with John and being a member of his Inner Circle Champion Mastermind club, I have a thriving law practice. I now have an office with three team members, and last year my revenue grew by almost 50%.
Time is your greatest asset so do not waste one more minute trying to figure it out on your own. You can’t do it by yourself! I know I couldn’t. I highly recommend that you step out in faith and hire John as your Strategic Business Coach. I know I’m glad that I did and you will be too. – Carol Grant, Attorney, FL
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