Friday, February 15, 2013

Cold Calling Tips

Yes... these are very basic, but they are crucial!

1. Be a good listener
2. Take notes as you talk with your contact.
3. Stay on track.
4. Concentrate on what you say, how you say it and the tone of your voice.
5. Turn a negative response into a sales advantage.
6. Never apologize for calling.
7. Explain your offer in clear terms with WIIFM (what’s in it for me) to the buyer in the forefront.
8. Write a script or checklist to follow during the call.
9. Smile while you are speaking to the potential client; it comes across the phone line.
10. Record your side of the conversation so you can review it later.

Thursday, February 14, 2013

Winning Power Phrases To Increase Your Sales 4

From the moment shoppers first call for information to the moment of their decision, let them hear you say, or let them read, a variety of the scripts below. These phrases are important because they highlight certain benefits you can offer.

One of the nice things about . . .
. . . our staff is . . .
. . . this room is . . .
. . . ABC Catering is . . .
My past clients have told me . . .
. . . that this particular menu was well received by their guests.
. . . that the valet parking option gave their event a great start.
. . . that the cheese course added Wow! to the party.

Wednesday, February 13, 2013

Many Salespeople Are Reluctant To Ask For The Order

One of the axioms of professional selling is that you are supposed to become a friend to the shopper. Salespeople spend great amounts of time endearing themselves to the shopper in order to get on their side and earn their trust. But friends don’t ask other friends for money.
After all this caring, is the salesperson supposed to stop being the shopper’s friend and instead ask for a deposit check? So, some shoppers never really hear from the salesperson an explanation of how their deposit policy works and then ask their "friend" for the sale. Winning salespeople avoid this trap and find a way to ask for and receive a deposit while still maintaining the friendship and trust of the shopper.


Tuesday, February 12, 2013

Guest Article: Vivian Morgan - Culinary Art Catering - Farmers Branch, Texas

 I am a mom and caterer and if you are familiar with the book “If You Give A Pig A Pancake” you will understand my little “story” . It is based on the current wedding trends in our area (and from what I hear, also the wedding trend nationally for the past couple of years). It just seems to happen a little more here in the South.

Here goes:

If you give a bride some burlap
She will want to make table runners
When she makes all the table runners
She will want to add some centerpieces made of babies breath
When you bring her the babies breaths she will want mason jars to put it in
When she sees all the mason jars she will decide she wants to use them for her signature drink
When you create her signature drink she will want a paper straw to drink it with
Once you give her paper straws she will remember she needs a menu and will want something comforting and southern like fried chicken sliders and red skin mashed potatoes 
Once you plan the menu she will decide she needs mismatched plates to eat it on
Once you get the mismatched plates she will decide that she should rent an antique dresser to display them on
Once she rents the antique piece it will remind her of her grandma , which will make her melancholy
So she will decide that she should ask her grandma to help her make a quilt that everyone can sign in on
Once she has the quilt she will need something to display it on and will expect you to hang a clothesline and bring some colorful clothespins to hang it with
Once you have hug the quilt she will decide that everyone needs a chalkboard place card so they know which table to sit at - she will of course be too busy to written all of them and will kindly ask that you write all 200 of them in your best handwriting .... in chalk
Once the place cards are done she will ask you to help her to make some bow ties to tie the napkins with
And if she wants you to  make bow ties, chances are
She will want you to make them out of burlap.

Vivian can be reached at:

Monday, February 11, 2013

A Wonderfully Weird Staffing Idea From Roman

One caterer tells potential part-time event staff that there are two levels of pay when working at events. The first one pays $3 more per hour than the second one. For the higher pay, the worker agrees to do the hard stuff–carrying tables, lifting, stacking, etc. The less expensive pay rate is for those who identify themselves ahead of time as wanting the easier jobs of pouring water, scraping dirty dishes, etc. As this caterer explains it, “At events we need both people that go the extra mile and those that do less. In this method of two levels of pay at least the ones I rely on to really work hard get paid for it.” Why should the worker who isn’t going to put out 110 percent get the same pay as one who is only putting out 70 percent?