I recently started training a new salesman for one of our larger offices.
It brought to mind the fact that I’ve seen a gazillion salesmen come and go thru the years.
The reasons that were given for all the ones that left were varied, but I believe it was because they never really caught on to the real function of their position.
To make repeat sales. You might get lucky and sell a customer once, but to sell him over and over takes a real salesman.
By taking better care of the customer than your competition does. The old adage is true, if you ain’t the lead-dog, the view never changes.
- Give them what they asked for - close doesn’t count, exact does. Not once, every time.
- Deliver quality – don’t bother delivering inferior product.
- Don’t oversell them - convincing them to take a chance on selling two years worth of product in one years time is the fast lane to being a one-time supplier.
- Become a valued team member – go above and beyond or don’t go.
- Keep them informed – let them know about delays, pricing issues and potential problems well in advance of the rumor mongers ( your competition ).
- Tell the truth - don’t become overly enthusiastic and stretch the truth. Even if it costs you the sale.
- Show appreciation for past sales - in my industry it’s nice golf courses, 2 hour lunches and leisurely steak dinners.
- Show interest – either you invest your time thinking about their company and how you can help them or your competitor will.
Looks like a daunting task, doesn’t it ? The truth is, it’s only about 1% more effort than you’re already giving.
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