No…or Know?

In many ways, we are all in sales. As a parent, we want our kids to follow the rules and life principles we teach them. In life, we are constantly interacting with people, many times trying to get them to “see it my way”, or to urge them to take a specific action. It may not be a product, but we all have situations in which we are “selling”.

What do you do when they say “no”?

Zig Ziglar, well-known author and inspirational speaker, had a unique idea to handle the situation:

When someone says no, the successful sales person understands that the “no” must mean the prospect doesn’t “know” enough to make the right decision.

Never argue with them. Just understand you haven’t finished your job, and accept the responsibility for going back and providing the information needed. With additional information, they will “know” enough to make a new (and favorable) decision.

Here’s Ziglar’s concept that will allow you to handle real objections in an efficient and effective way so you can deal with the “no”.

When objections occur, it’s time to get Q.U.I.E.T. Each letter stands for a word that will allow you help the individual you are talking with gather enough information to overcome their objections. When you get an objection, you pause and think Q.U.I.E.T.

Q. Begin with a question

U. You must ask questions so you can understand the objection

I. Once you understand the objection, you must identify it

E. To identify the objection and not be fooled by a false objection, you must empathize

T. If you empathize instead of sympathize with the prospect, you are ready to test the objection

If you are successful at addressing their concerns, it’s very likely that they are ready to make a new decision based on the additional information you provided.

Facing a “no” today from someone today?

 It’s time to be Q.U.I.E.T.

 

Beyond Customer Service

Do you give up, clean up, or follow up?

The following comments were originally adapted from Zig Ziglar on Selling and Jeffrey Gitomer’s The Sales Bible for a business development audience. In terms of what churches need to do to think about the “customer” they are trying to reach, I think they are very appropriate for church leaders to consider. Remember, guests to your church are measuring the experience they receive from you not to other churches, but to other customer-oriented businesses. The days of “customer service” as the standard of excellence are long gone.

Today, everybody talks about the importance of “customer satisfaction.” In this competitive market the only way to get ahead (and sometimes the only way to survive) is to go beyond customer service to customer satisfaction. The best way to prevent a prospect or client from becoming unhappy is to provide excellent service before the problems are allowed to arise. The Norwegian word for “sell” is selje, which literally means “to serve.” Isn’t that a great sales strategy? Here are some ways you can “serve” your prospect or client:

  • Satisfactory customer service is no longer acceptable
  • Customer service begins at 100%
  • The customer’s perception is reality
  • A mistake is a chance to improve the company
  • Problems can create beneficial rearrangements
  • Make the customer feel important
  • Learn how to ask questions
  • The most important art – the art of listening

Customer satisfaction in the never-ending pursuit of excellence to keep clients so satisfied that they tell others of the way they were treated by your organization.

Is your church raising the bar on “customer satisfaction”? Or is it just the same old, same old?