Sales, Sales Sales!
April 27, 2010If you are a sales manager or a sales person, this blog post is for you! We will cover sales tips from a top sales person, sales tips from customers and well as delving into the mind of a sales person. Without a sales department, most companies would not exist, so all managers out there might want to pass this on.
Tips from the Top
Inc. Magazine recently followed Sales Guru John Deal and observed his sales strategies.
First, you should make your client comfortable. If your client is in construction, don’t show up in business suit. You want the client to be able to relate to you on a personal level, so starting out with small talk is best. Don’t jump into your pitch immediately. Also, by letting your client talk, you can gain more insight into what their needs are and tailor your sales pitch as such.
During a sales meeting, you will no doubt discuss how your business can best help theirs, but also take the time to discuss what your company does and its strengths. Your client will also want to know what your company’s weaknesses are, so be prepared to discuss those as well. Never leave a sales meeting without discussing cost. It will no doubt be on your client’s mind.
When your meeting is coming to a close, do not ask for money. This may alienate your customer as they will feel they have to make a decision too quickly. Be sure to have a follow-up plan and do everything that you say you are going to do. The customer will look favorably upon you and your company if you are reliable.
Tips from Customers
Customers can be your biggest cheerleaders or your toughest critics. Here is some advice from some tough customers:
Be different, make sure you let the customer know what your company can do that no one else can do. If you fail to do this, you and your company are sure to fall to the bottom of a clients list. Go above and beyond with your research before meeting with a client. It’s better to have information and NOT need it than it is to need the information and have nothing to say. These days, going above and beyond makes you different and memorable; you will make a good impression by doing so.
When giving a sales pitch, be sure to be genuine. If a client thinks you are a fake, there is little you can do to change your mind. If you stand behind your company and your product, clients will as well. Also, be sure to go through the proper channels. Some companies may be put off if you try to bypass process by going through someone you know at the company. This could make you seem disingenuous.
The Mind of a Sales Person
The mind of a Sales Person is a mysterious thing. It appears that they are more motivated by rejection than approval. A recent study showed that Sales people who had more failures often had more successes. They tend to learn from mistakes more frequently than the average person and can adjust their strategies quickly.
Rewarding a sales team with a bonus or a trip is effective, but in most cases the symbolism of an award is more meaningful to a Sales person. For example, a bank with a slow sales culture would give out small diamonds that the sales people put on their jacket. It’s permanent and visible to co-workers and clients.