Our sales people are tooled with a great product. They are part of the number one software company supplying the pawn industry. We have thousands of clients, testimonials and success stories. We are able to leverage all of this because our clients believe in our product and our people.
No matter what you do, you have to stand out. As you work with your prospects, leave a lasting impression on them because they will identify you by this. Provide an experience your clients will remember fondly. The goal is for them to look forward to your next call. This is what we call rapport. Rapport is a means to an end. The end result has to be securing trust and belief in your client. Knowing what they are saying to you is honest and real. This will help you validate your sales efforts.
Practice makes perfect. All of the past Sales Spotlights are out there to give you pointers and ideas for becoming better at selling.
Let’s remember what is needed in every sale… Rapport. You have to have it. Knowing this, why not ease into a sales call and warm up with pleasantries. Find some common ground. This is where a little research would help you.
Do away with the machine gun mumbo jumbo approach when speaking to prospects. Question-based selling will help you position yourself to respond to your prospects’ needs. You can have a productive conversation if you ask the right questions. Be careful not to make assumptions and launch into areas too quickly, that the prospect is not interested in.
Let’s focus on point #5 in the article below. This hits very close to home for a lot of us. Follow up and follow up fast. Being first to the door is key but staying persistent is also important.
It is all about creating an identity for yourself. Staying in the professional boundary lines but allowing your true self to come out. Sales, and life for that matter, is about selling yourself.
I’ve been with Data Age for a year and a half as their Human Resources Director and I have been a part of developing what makes us successful…Our Employees. Getting to this point didn’t happen overnight as I’m sure any H.R. Leader can attest to. There have been a painstaking number of interviews, pre-employment tests, candidate reviews, orientations and training to get to this level but our due diligence has paid off and continues to pay off.