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| *Ostroff, Fair and Company>>>Marketing & Sales |
What are salesmen/women's best practices? |
I am beginning a career in sales. Just want to know what are some best practices from successful salespeople. Thanks! Be polite and courteous in all your interactions. Dress for success; be professional. while being personable. (positive attitude is a must) Be on-time for appointments, in fact be five or ten minutes early. Under promise and over deliver to your customers and your employer. Develop a passion if you can for what you are doing; the product, the schedule, the lifestyle. When at the appointment, make sure ALL descisionmakers are there. Do your presentation A - Z, don't cut corners. Ask for the sale several times if necessary. (i've asked for the sale as many as 47 times on one appointment) Fill your workday with as many qualified leads as you can. Then "run" the leads, or appointments Listen to yor customer, they will "tell you" how to close them. Ask if the customer deals with credit cards, rather than finance them. (It's a done deal) Complete your paperwork totally, neatly and above all accuratly. If you make promises, make sure you keep them. Use a blank ink ballpoint pen, keep a spare. Expect the unexpected; be prepared! (make sure you have all supplies required for sales appointments) Do your homework whenever necessary. Study the competition Be familiar and prepared for standard objection; Know how to overcome objections and ask for the sale! (re-build the product value, re-establish need,want, desire) "Sell the sizzle"..keep it exciting! Remember the 80/20 principle,the top 20% of the sales reps make 80% of the money, think big to think high! If you drive a vehicle, develop a thourough checklist and run the checklist every day, especially check your tires. Ask lots of question of more experienced sales reps. Be humble, not a hotshot, - don't let your ego get involved Beleive in your self and feel your confidence grow daily Keep an even keel emotionally when things get difficult Persist, persist, persist! I'll say again , have a passion for what you do! If that doesn't develop with or without some effort (often lots of effort) pick another product to represent. Make sure of course its financially worthwhile....... Find a mentor and/or read sales books/journals etc (check your local library, internet) Smile and be approachable. If your interested in making money with surveys and offers from a site that has paid me several times you can check this out: http://tinyurl.com/yvh9cw |
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