Dress Your Office for Success

Would you buy a new car from a dealer if it was dirty with trash in the back seat and cigarette butts in the ashtray?

I am sure when you read that question above you thought – Of course not.  However, every day there are people in our industry who operate under these principles.  We have all met them.  The office is dirty, the models look terrible and then they complain that sales are down.  

Dress your office for success – this is a major one that many people overlook.  If you are reading this at your office, take 2 seconds and look up.  Is your office ready if someone walks in RIGHT NOW? Become the customer, go to the other side of your desk and sit down.  Look around, are you comfortable with what you see?  Here are some of the items from the checklist I use to make sure my office is 100%:

• Does your office have an odor?
• Is the floor clean?
• Is the trash can out of sight and not overflowing?
• How is the lighting?
• Make sure the temp is good for your customer (if you keep it warm because you are always cold – wear a sweater).  The temperature must be comfortable to your customer. 
• Do you have food in your office?  Think about what you eat for odors in the office, just as you would with your breath.
• Do you have papers laying all over your desk – if you went to write a contract would the desk be clear and ready?
• Have you received awards?  If so they should be displayed – it creates credibility.
• If you have referral letters and thank you notes from past customers – put them in a binder and have it out for your customer to review.

These are some of the things I check each day.  There are definitely more that you can add and some that will be specific to your situation.  Take some time and create a checklist for office.  Keep it on your computer, clipboard or someplace where it will be the first thing you see everyday.  Start your day by making sure your office is just as ready for customers as you are.  

It sounds so basic, but sometimes when we get wrapped up in all sorts of new training, we forget the basics.  As you learn more, remember to never forget the basics, it is the building block of everything we do.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.        

Take Time to Understand Your Clients Needs

SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD. 

                                                The 7 Habits of Highly Effective People

Dr Stephen R. Covey

I learned this very early in life while selling IT services.  When you are working with a client, it is key to understand the specific needs before explaining how you can help.  Otherwise, you become just another salesperson talking at the client, instead of with the client.  It was just common sense and why it is called Solution Selling.  This same method of selling can be used in just about anything that is presented. 

As a former sales manager told me “…you have 2 ears and 1 mouth…”  Listen first, and listen actively.  Pay attention.  LISTEN TO UNDERSTAND.  Once you understand why your customer is shopping, then you will be able to propose a solution that addresses their needs and wants vs. telling them everything you have and hoping they find a solution. 

Stay in control and provide a solution, don’t leave it up to chance and hope you make the right presentation, take the time to understand, then to be understood.  You will close more deals and have many more happy clients.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.       

Attitude

Attitude is a choice and it is what makes you successful.  If you had to choose between a person with 10 years of experience and a so-so attitude or a rookie with a positive attitude, you guessed it, the rookie would be the best choice.  Skills can always be taught, but the beliefs and attitude of person are something that are very difficult to change.  I may be able to coach you to act in a more positive manner, but only you can make the choice to have a positive attitude. 


In everything you do be outrageously positive.  Meet every challenge with a positive attitude.  A positive attitude is contagious to everyone around you and will make your job easier.  Whether you are making the sale or handling an issue stay positive and it will make everything easier.  Make your customers happy by always having a positive attitude and you will see more referrals.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.