Gail Kasper is an Author, Television Host, Certified Fitness Trainer, and Motivational Speaker.
Today, an internationally renowned professional speaker, Gail Kasper is ranked in the top 12% in the country and has helped many of America’s leading organizations take their business to unbelievable levels with her return-on-investment sales program, Selling Success. Organizations such as Vector Security, Starbucks Coffee Company, NBC5 Cincinnati, the National Association of Broadcasting, ADT Security Services and sports teams such as the Tampa Bay Lightning, where she consulted with Stanley Cup Coach Jacques Demers, have all provided rave reviews on the benefits of Gail Kasper.
If you “Asked Gail” what organizations need to do to stay profitable in this struggling economy, she targets 6 key areas that will increase both revenues and results.
1. Be proactive. Organizations today must reach out to the consumer, not wait for the consumer to reach out to them. They must observe the most proactive and progressive sales tactics that involve a person-to-person approach. As a highly sought-after sales trainer, companies have called on me to develop proactive prospecting techniques that produce results. This means that today, not only your sales team, but higher level business leaders, must get back to selling and developing new business through building alliances, networking, and up selling your existing customer base, or requesting referrals.
2. Care. Who is your customer? It’s time to know their likes, dislikes, wants and desires. Your goal is to engage your customer whether it’s as a support or a source of information. How can you help your customer? What Internet or magazine clippings will help support their business? This generosity will keep the door open to make more sales. Today, more than ever, the customer needs to know you care.
3. Make sure that you and your sales team have a professional presentation. This means, “have a strategy” for your presentation. Everything in life has a strategy whether it’s doing wash, work, or planning our futures. ‘Winging it’ is not an option. In sales, there can be a lack of professionalism in our words and in our process. Brian Tracy says, “The first 10-15 words of a sales presentation can set the tone for the entire meeting.” You must have a strategy. Whether you are on the telephone attempting to secure an appointment or meeting with an executive, when you deliver an exceptional sales presentation, your team is perceived as knowledgeable and caring. More impressive, a quality presentation will lead you to a higher dollar per sale. (Isn’t that what you want?)
4. Define “value” of your company and yourself. With the benefits of the Internet, there is also an incredible amount of competition. If you aren’t able to separate yourself from the competition, the consumer will only focus on “price.” A consumer must see “value.” Value stems from your company and from you. With respect to the value of your company, you must be able to clearly differentiate “what makes you better,” and with relation to the value of “you,” your body language, tone of voice, and words must reflect professionalism and control.
5. Be excellent at follow-up. Results require time, talent, and patience. Talent is a key word here. It means having the ability to read your customer and asking them, “When can you follow up?” No response from a customer must be interpreted as a “maybe.” It doesn’t mean “no.” It’s your job to follow up until you get a “no.” Don’t take it personally, don’t read into it, and don’t get frustrated. If you’re frustrated, it means you need to be more proactive and continue to fill your funnel because you have clearly placed all of your eggs in one basket.
6. Keep your attitude in check. With reference to “attitude,” that’s a no-brainer. Dealing with rejection in a positive way is about to become your life. You must believe whole-heartedly in what you do and refuse to view a setback as failure. Instead, use this as an opportunity for which to gain momentum, reorganize, and uncover a new direction. You are one step closer to a “yes” and making more money.
About Gail Kasper: Mid-1998, Gail Kasper started her business from a small one-bedroom apartment, in the middle of bankruptcy, with no money in the bank. Today, Gail is one of the nation's leading speakers, author, Top 1% Club Mentor, a television host, advice columnist, Certified Fitness Trainer, Ms. Continental America 2008, and the creator of SAD-T™ (Systematic Attitude Development-Technique™). A former Contributing Editor to Success Magazine with the "Ask Gail" column and host of the "Ask Gail" segment on the Comcast morning show, Gail is the author of her self-help autobiography Another Day Without A Cage: My Breakthrough From Self-Imprisonment To Total Empowerment and the self-help parable Unstoppable: 6 Easy Steps To Achieve Your Goals. With national media appearances that include Inside Edition, The Today Show, FOX Business News, and Oprah and Friends, Gail has earned the ranking of an in-demand national media personality who has been the topic of discussion on Regis and Kelly. The current host of the Philadelphia Visitors Channel, she has also made numerous appearances on network affiliates that include ABC, FOX, CW11, Comcast, and CBS, where she co-hosted the Emmy award-winning America's TVJobNetwork. www.gailkasper.com
This article is courtesy of the Top 1% Club and the Top 1% Club Mentor Gail Kasper. For additional information on Gail Kasper, her television appearances and speaking engagements, please visit gailkasper.com.