SEVEN HABITS OF HIGHLY SUCCESSFUL SALES PEOPLE
| Category: Sales Tips | Date: 2001-03-12 |
1. Think long term.
Don’t give up when you hear: "I’m happy with my current supplier." Tomorrow your competitor may be purchased by a huge corporation and customers may not be happy with the service they get from the new organization.
2. Sell yourself and develop a relationship.
Personal chemistry is important, but so is the knowledge that you are an enthusiastic, ethical, caring professional who would be an asset to know and to do business with.
3. Be persistent.
Research shows it takes an average of seven contacts within 18 months to win a new customer. Supplement phone calls with direct mail, fax and e-mail marketing. (Be sure and ask for the prospects/customers permission before using fax and e-mail marketing.)
4. Ask for a portion of the business.
Winning a competitor’s customer need not be an all-or-nothing at all deal. You may be able to win over a new prospect bit by bit, proving yourself slowly as you go along. Ask to be an alternate source of supplies. Ask for a small percentage of the prospect’s business and you may find that percentage will grow. Writing your script ahead of time can increase your chance to make a sale. Click here to get instant access to Icebreaker sales scripts. You can order Telephone Sales Scripts for only $25.00 U.S. and download in less than five minutes.
5. Use effective selling tools.
Testimonial letters set you apart from the competition. They build credibility and help close sales. Testimonial letters written by satisfied customers can give you the edge over your competition especially when selling products considered risky, such as remanufactured toner cartridges. Make copies of the letters to send to your prospects. Frame the letters and hang them in your office or store.
6. Don’t knock the competition.
Criticizing the competition is the same as criticizing your prospect and his/her decision to buy from a competitor. Not a smart thing to do - you will antagonize the prospect. Even if you are right and even if your prospect knows you are right. You won’t inspire confidence by making negative comments about your competitors.
7. Add value.
Differentiation is sometimes difficult when you are selling consumable products that can be purchased elsewhere. (Why should people buy products from you that they can buy from dozens of other sources?) That’s why you sell your company and yourself. That is also why you need to differentiate yourself with added value such as good product knowledge, superior service, better delivery schedules and whatever it takes to be not only better, but the best.
About the Author
Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
Don’t give up when you hear: "I’m happy with my current supplier." Tomorrow your competitor may be purchased by a huge corporation and customers may not be happy with the service they get from the new organization.
2. Sell yourself and develop a relationship.
Personal chemistry is important, but so is the knowledge that you are an enthusiastic, ethical, caring professional who would be an asset to know and to do business with.
3. Be persistent.
Research shows it takes an average of seven contacts within 18 months to win a new customer. Supplement phone calls with direct mail, fax and e-mail marketing. (Be sure and ask for the prospects/customers permission before using fax and e-mail marketing.)
4. Ask for a portion of the business.
Winning a competitor’s customer need not be an all-or-nothing at all deal. You may be able to win over a new prospect bit by bit, proving yourself slowly as you go along. Ask to be an alternate source of supplies. Ask for a small percentage of the prospect’s business and you may find that percentage will grow. Writing your script ahead of time can increase your chance to make a sale. Click here to get instant access to Icebreaker sales scripts. You can order Telephone Sales Scripts for only $25.00 U.S. and download in less than five minutes.
5. Use effective selling tools.
Testimonial letters set you apart from the competition. They build credibility and help close sales. Testimonial letters written by satisfied customers can give you the edge over your competition especially when selling products considered risky, such as remanufactured toner cartridges. Make copies of the letters to send to your prospects. Frame the letters and hang them in your office or store.
6. Don’t knock the competition.
Criticizing the competition is the same as criticizing your prospect and his/her decision to buy from a competitor. Not a smart thing to do - you will antagonize the prospect. Even if you are right and even if your prospect knows you are right. You won’t inspire confidence by making negative comments about your competitors.
7. Add value.
Differentiation is sometimes difficult when you are selling consumable products that can be purchased elsewhere. (Why should people buy products from you that they can buy from dozens of other sources?) That’s why you sell your company and yourself. That is also why you need to differentiate yourself with added value such as good product knowledge, superior service, better delivery schedules and whatever it takes to be not only better, but the best.
About the Author
Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
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