I have recently given many of my sales team a refresher on the importance of communicating with your customers. This arose from trying to figure out how to maximize the earning potential from the customers that you already deal with on a day to day basis. I figured out that there is one simple trick that you can use to specifically target your customers on an ongoing basis.

For example, if you walk into a car dealership and a salesperson asks you “is there anything that you are looking for your first answer will be “I’m just looking”. Asking your customer “is there anything for me today” will give you the same type of response, perhaps not in the same words.

I recommend picking out a product and calling your customer about that. I would use an approach that goes something along these lines using toner as an example. This should help improve your selling customer experience.

You: Hello “Mr. Customer”, I just on the phone with my manager and was just informed about this fantastic deal%u2026 so I immediately thought of you.

Customer: So, what is the deal?

You: I have been given the approval to sell toner at cost + 2% for today only.

Customer: That does sound like a deal.

You: Absolutely, how many do you need?

The benefits to this type of approach are pretty clear.

1. It peaks the customer’s interest. Curiosity killed the cat (so to speak).

2. Customer does not know what the cost is, so it can be whatever you say it is. The fact that you say “cost + 2%” gives the deal some added weight.

3. The customer confirms that it is a deal.

4. You ask him for a quantity instead of asking him if he wants any. The question “how many do you need” needs a response that is not a yes/no answer.

This will generate some fantastic results of you do it properly. Once you ask the closing question, you need to stay quiet. Whoever speaks first will lose…

I chose toner as my example because every business in the world will print something at some point during the day. That being said, every business will need to order at least 1 toner during the month. If you only focused on selling toner to your top 200 account list and generated $100 worth of orders from each customer a month, you would have $240K worth of revenue a year.

Now what if they had color printers, more than 1 printer, or need other printer related items? You can easily have 4-5 times that amount of revenue. Now, what if they needed computers, servers, notebooks, and so on…

All it takes for sales success is 1 simple phone call about a toner. Every business is buying toner every month. If they are not buying it from you%u2026 they ARE buying it from SOMEONE ELSE.

So go get some toner business