After falling in love with the Hipster PDA and Levengers Shirt Pocket Briefcase,I started becoming more and more dependent on 3″ by 5″ index cards. They are great for note taking on the go and keeping organized at my desk, so I naturally started thinking of ways to use the cards to automate my sales process. From this, the “3X5″ was born. I may not be the first person to use index cards in this way, but I do think a lot of salespeople will find the system easy to use and very effective.
You will need the following items to create your own 3X5 sales tool. I found everything I needed at my local Staples and everything cost me around $25.00.
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Remember what it was like when you were a child and you wanted something? What did you do? I am willing to wager that you simply asked for it. In fact if you wanted something bad enough, I would bet that you asked and asked and asked. In fact you may have even claimed it when you were asking. If you have children now, I would like you to notice what they do when they want something. They ask for it. Often they even get what they ask for.
Why is it that as adults, we forget to ask for what we want or need? Is it that because when we were children, we asked and were told ” No you can’t have that?” Is it because we are simply afraid that we will be told NO?
Now I am going to really stretch out here, stay with me.
At networking meetings I used to host we were holding finalist drawings at each meeting for a trip to the Cayman Islands. There were a few people who were winning these drawings a lot. Why was that? Is it because they were asking for it, or was it because they were claiming it? The answer is both.
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I was selling employment testing material that was based on the teachings of a well-known sales trainer. The question that brought the most conversation was about closing. How do you ask for an order? When someone says I’ll think it over, do you become the nice customer service type that says “fine, call me when you’re ready” or do you go for the throat and say “what is there to think about?” You know the first response is totally wrong and the second, which is the suggested answer, will probably turn the customer off. You try to say it nicely but at this point it’s likely he’s not going to say much more. What did I do? I said gently and with a smile in my voice, “Mr. Customer, could you think out loud so I can hear you?”
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