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Gain a slight edge!

Service is the Key!

You may work like a horse. You may even eat like a horse. But are you as valuable as a horse?

Consider championship racehorses earning over 10 million dollars in less than one hour of total racing time in their career! If you wanted to buy an outstanding horse like that, you’d pay several hundred times more than you would for an ordinary horse. Not because it would run several hundred times faster than an average horse. Not at all! To be worth a hundred times more than average, it need only finish first by a split second, a slight edge!

The same is true of salespeople. A slight edge might be all that is necessary for you to achieve and enjoy your vision of success. You might be as valuable as a championship racehorse, once you gain that slight edge - and service is the key to gaining that slight edge!

Most salespeople say, “Oh come on, Joel! How can I spend my time providing service when I need to be out looking for new prospects?” But that’s exactly it! Servicing your customers, like no one has ever serviced them before, is the key to more referrals, more money, and more of that warm, satisfying feeling that comes when you’ve done something worthwhile.

You can have all of these in abundance when you give exceptional service to your present customers and clients. The more service you provide, the happier your customers are. Because they’re convinced you’re the best, they’ll tell others about you. The result will be more highly qualified referrals and soon, more customers.

It’s a positive cycle that will continue bringing you unlimited abundance—as long as you provide great service! Here are some ideas on how to do it:

Confirm everything possible in writing. After you return to your office with a sales agreement, put in writing all the things you promised the customer. Be very specific and include all the details. Why? Commitment! You are now forcing yourself to do what you promised. How many people do you know who do that voluntarily? Not many and that’s why you should. Find out what everyone else is doing and then don’t do it! Don’t just compete, CREATE!
Fool them by a day. No matter what you committed yourself to do, be one day early. Your customers will be thrilled! Because almost everybody is late, you be early. Always plan to arrive ten minutes earlier than you said you would!
INspect what you EXpect. When you make a sale, you probably ask your new customers to do such things as read the instruction manual, or practice using the equipment. But you should actually inspect their progress. Make sure they are getting the most out of your product and service!
Use the “three every seven” system. Follow a seven-day follow-up program consisting of phone calls, email and personal visits. You need to be in constant touch. Why? Because so few do. Call once a week, send an email once a week, and then stop by once a week. More contacts will mean more contracts!
Expect unlimited abundance. As Walt Disney said: “You will have unlimited abundance when you do what you do so well that the people who see you do it will want to see you do it again and will bring others with them to show them what it is you do!”
So, make big commitments and then over-fill them. Gain that slight edge. Promise a lot, deliver even more. The results will amaze and delight you!