It kind of mirrors a conversation I had with a fairly new salesman the other day, so I thought I’d share some of the things I told him.
He asked me how I was able to have so much in common with so many different customers.
After a few minutes of thought, I came up with a few things that I do that help me be more successful.
1. Read several newspapers every day. I always read USA Today and 1-2 local newspapers very day to stay current. It keeps conversations going, which can lead to more time with a customer, which can lead to more sales.
2. Observe people at every opportunity. I take time every day to place myself in a position to watch and listen to people. the world is a living breathing textbook. Human behavior and the knowledge of it is a major key to making moew sales.
3. Test and track all sales attempts. If it’s worth trying, it’s worth tracking. I keep copious notes about how customers react to certain situations. I keep track of all the samples I leave with them and how they respond to using new products.
4. Make more calls than you take. If you don’t make phone calls, you’re an order taker. If you make calls, you have a shot a being a salesperson. It won’t make you one, but it’ll be a great start.
5. Start before and work later than your competitors. My customers start early and work late. Their salesman has to do the same thing. My cellphone’s always ready for a call from a customer. I can’t count the number of times a customer has called and said he didn’t think I’d be working yet or still working.
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