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Dale Hammernik On Selling Apples

Last week, I indulged myself in a bit of a big-picture treatise about the current regulatory environment. But as you probably know, that’s not my normal fare.

I make it my goal in these weekly notes to pass along information which has proven useful to our firm and our successful clients. I do this because we want to be a partner with you in helping you grow your business.

We’re not marketing “gurus” around here, but we do hope to demonstrate our good will by passing along business-building information we come across.

And, of course, we’re always open to helping business owners in the Waukesha County area (and beyond) in a variety of ways, be they financial, bookkeeping, or otherwise. Let us know how we can be of service to you: (414) 545-1890

Personal and pass-through entity returns that were extended back in “tax season” are due WEDNESDAY, October 15th.

That means that if you’re someone we’ve been working with on an extension, and we are waiting on something from you … well, this week would be a marvelous time to send it our way! And, of course, here in the Hammernik & Associates office we’re working like bees in a garden to get all of our extended clients finished with the excellence to which you’re accustomed.

Anyway, I’ve got a little anecdote here, which is useful to model when it comes to how you present your products and services.

This week’s blog post is designed to push your thinking OUT of the conventional way you may be presenting your business offerings. In fact, it’s something I’m always looking to improve in my own processes, but which I know works.

Dale Hammernik On Selling Apples
“Go as far as you can see: when you get there, you’ll be able to see further.” – Zig Ziglar

Here’s an instructive story for you to consider…

A young man, serving in the army, was assigned KP duty. Specifically, he was responsible for the apples in the chow line. Now, most of the soldiers didn’t care for the apples, and generally passed this young man without taking any.

After a while, the young man changed his serving tactic. Rather than ask his fellow soldiers if they “would like any apples,” he simply said, “One apple or two?”

Most of the soldiers then went away with at least one apple on their plate.

How many times do you give your prospects/customers a chance to “slip” away without a sell? Is the way you sell to your customers making the most of your products/services?

Sometimes, prospects and customers simply need a push in the right direction.
• Always speak about your products/services with enthusiasm.
• Assume your prospect/customer wants/needs what you have to offer.
• Use encouraging words and phrases such as “when you buy this product” versus “if you buy this product.”
• Ask for the sale! Later… ask again!
• And when you DO ask, present it in a “Yes/Yes” format, instead of “Yes/No.”

Follow these tips and you’ll be surprised at the number of customers that walk away with your products and services.

Feel very free forward this article to a Waukesha County business associate or client you know who could benefit from our assistance — or simply send them our way? While these particular articles usually relate to business strategy, as you know, at Hammernik & Associates we specialize in tax preparation and planning for Waukesha County families and business owners. And we always make room for referrals from trusted sources like you.

Warmly (and until next week),

Dale Hammernik
(414) 545-1890

Hammernik & Associates