Thoughts on Advanced Fundamentals

As you read these advanced fundamental concepts, please think about how they pertain to your company.

·   Always say “Thank you for calling” or “Thank you for coming in” or “Thank you for seeing me.” Thank you is a magic phrase in life and sales.

·   Send handwritten thank-you notes before or after you meet with a shopper.

·   Talk about why you choose to work for ABC Catering.

·   Never use the phrase “They’re in a meeting.” Caterers are “at events” or “in the kitchen.”

·   When walking with a shopper or client, never walk past any staff person without introducing them and explaining what they do for your company.

·   Never ask a client, “What is your budget?” Caterers advise shoppers on the price of admission to their professional catering.

·   Offer or bring something to taste every time you meet with a prospective customer.

·   Live by the motto, “It’s easier to resell happy existing customers than it is to keep finding new ones!”

·   When selling an event through a proposal format, always involve the five senses of the buyer.

·   Make the buyer understand that you’re more concerned with their event’s success than you are in making a sale.

·   Always offer three price options: Cadillac, Buick and Chevy.

·   Find excuses to see your best clients in person or to talk with them on the phone at least once a month.

·   Stay in control of a selling situation by asking questions.

·   Explain to the client when they are making a mistake.

·   During a closing situation, it’s best to give the buyers some time alone.

·   Never apologize for what appears to be higher prices, just explain what they do for the buyer and their guests.