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4 C's For Building a Sales Database - ITSA #57

In The Sales Arena

Release Date: 10/01/2015

ITSA #075 ... 4 Keys To Bouncing Back From Adversity show art ITSA #075 ... 4 Keys To Bouncing Back From Adversity

In The Sales Arena

What is the #1 core skill all top sales people possess? What separates them from the average and below average? Their ability to bounce back from adversity, setbacks and disappointment!

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ITSA #074 ... When Is It Time To Walk Away From Bad Business? show art ITSA #074 ... When Is It Time To Walk Away From Bad Business?

In The Sales Arena

Welcome – this is another podcast on the mindset top sales pro’s have. Last week we talked about dealing with “NO” and the feedback was awesome so keep it coming!  

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ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!  show art ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

In The Sales Arena

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... 

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ITSA #072 ... 6 Ways Top Sales Pros Deal With No show art ITSA #072 ... 6 Ways Top Sales Pros Deal With No

In The Sales Arena

Today we are going to take a step back from the strategic and tactical and discuss an important mindset! How do we handle the word NO!!! It will dictate how far we can go in our sales careers!!!

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ITSA #071 This Episode Is For Sales Rockstars ONLY! show art ITSA #071 This Episode Is For Sales Rockstars ONLY!

In The Sales Arena

This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ...

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ITSA #070  “4 Things We Can All Learn  from a Learning Experience.”  show art ITSA #070 “4 Things We Can All Learn  from a Learning Experience.” 

In The Sales Arena

Welcome to a reprise of one of our most popular shows from the past! I trust you will enjoy this timeless content ... 

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ITSA #67 ... What are you going to do this year that's BIG?  show art ITSA #67 ... What are you going to do this year that's BIG?

In The Sales Arena

Welcome! Today we are in the fourth week of our Four-Part Series of questions to use individually and collectively, personally and professionally, to make 2016 the BEST YEAR EVER!  Let’s review the Four Questions: What is working in our lives/business, and how can we do more of it? *By “work,” I mean giving you a great ROI for the amount of time you spend. Remember, to know WHAT is working, you have to know WHY it’s working.   What is NOT working, and how do we get rid of it or make it work? *This is the most powerful and most valuable question to consider.   What...

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ITSA #066 ... What New Thing Do You Want to Do this year? show art ITSA #066 ... What New Thing Do You Want to Do this year?

In The Sales Arena

Welcome gang!  We are in the 3rd part of the 4 part series of 4 questions you should ask yourself to make 2016 your best year yet. So far we have asked ourselves: What’s working and how do I do more of it? What’s not working and how do I get rid of it, or make it work?   Today’s question is question number 3: What do I want to do this year that is new? “In times of change, Learners will inherit the earth.  While the learned will find themselves beautifully equipped to deal with a world that does not exist.”   Professionally: Take a training class, be a better...

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ITSA #065 ... What is Not Working for You and How Can You Make It Start Working? show art ITSA #065 ... What is Not Working for You and How Can You Make It Start Working?

In The Sales Arena

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016.  Last week’s question was: What is working right now and how do we do more of it? Today’s question is my favorite one, and it has provided more value to me than any other: What is not working, and how do I get rid of it (or make it work)?   What does it mean for something NOT to be working? It may have value, but you may not be getting a great ROI from it.  Jim shares three...

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ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever! show art ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever!

In The Sales Arena

Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year. These questions can be answered personally, professionally, and collectively—in a family or as part of a company. Each question should be addressed in each category. Question #1: What is working RIGHT NOW, and how do I do more of that? This question helps me think about things that are going well, like securing new clients, managing existing clients, selling a specific product, executing...

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Welcome!  Hey—it’s the One Year Anniversary of the podcast!  It’s been a fast year and we’ve covered a lot of great sales information.  Thanks to all our loyal listeners!  I am committed to bringing you value with each episode, so I look forward to giving you more great tips and bringing you more great interviews.  

As we wrap up this first year, I want to share with you the #1 thing I’ve learned in the past year about successful selling, and it comes from my consulting work with Keller-Williams.  It’s database, database, database!  What I mean by that is that sales revolve around your contacts and the “touches” you make with your clients.

Consider the Four C’s:

  • Capture the information from the client.
  • Connect with others to show that you like them.
  • Cultivate the relationship with the client.
    • Email them, send them offers, and use mail and phone calls to “touch” them with value.
  • Close that customer at their pace.

Statistics show that if you use the Four C’s on 12 customers in your database, you will close two transactions.  This whole idea of systematically using your database will transform your sales business if you will practice these tips!

Listener Question of the Week:  I just had a customer hit on me and I didn’t know what to do.  What are your thoughts?

Quote of the Week:  It’s not a quote today, but some statistics related to our topic:

48% of sales people never follow up with a prospect

25% of sales people make one follow up contact and stop

12% of sales people make three follow up contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made after the 1st contact

3% of sales are made after the 2nd contact

5% of sales are made after the 3rd contact

10% of sales are made after the 4th contact

80% of sales are made after the 5th-12th contact