So far in this series on boosting your sales and thriving in this new economy, we’ve looked at the importance of leveraging who you know, of considering carefully what you say and how you say it. Let’s turn now to what your customers have to say about you, and why it is vitally important that you harness the power of word-of-mouth in sales.
After graduating from the University of Florida with a degree in Finance, one of my options was to pursue a career in banking. I never really saw myself working in a bank, so I went into sales.
To get hired, I suppose it was necessary to have a decent personality, but you didn’t need any specific
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.
Sales Territory Planning Activities: Meet Your Current Customers
If you manage a sales territory that has existing customers, your first priority should be to introduce yourself to
Building customer relationships is like building a marriage.
Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she’s got her eye on a rival vendor?
1. Not Every Sell Is A Good Sell
About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns. Often salespeople are so concerned with “getting the order” that they write business that is not good for themselves, their company
To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
The infamous Mackay 66, taken from Harvey Mackay’s “Swim With the Sharks Without Being Eaten Alive” is linked here. You can download your own little PDF version. As a side note, his book “Dig Your Well Before Your Thirsy” is just as good as, if not better than “Swim…”
Pick the Brain is a pretty good site for motivation. This article, though, is focused more on selling YOU before selling your product or service, or actually selling yourself (for example in an interview).
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You can also check our sales tips archives