Some essential sales advice by you, for you

PBN Staff

02/15/2010

Back in October, I created a giveaway on my Facebook fan page. I offered a prize of several autographed books for the person who submitted the best sales tip.
I received more than 260 responses, and thought it might be a good idea to share with you how your fellow brothers and sisters in the sales profession are thinking.
Here are a few of the tips – I hope they inspire you to think and take some new (better) actions:
&#8226 If you don’t care, neither will your client.
&#8226 I find that being curious and genuinely interested in people has helped me grow my business and develop stronger relationships. It has also helped me to expand my professional networks.
&#8226 Sales is not about selling. It is about relationships.
&#8226 Make the call.
&#8226 Always tell the truth.
&#8226 Alter the way you interact with each and every person, but never change who you are!
&#8226 My second favorite four-letter word is sold. … My first is paid.
&#8226 Make doing business with you EASY. … No nonsense. No rules.
&#8226 Just do what you say you are going to do.
&#8226 Don’t sell anything you wouldn’t buy yourself.
&#8226 Do it now. Not tomorrow, not later, not after your coffee, not after you check e-mail. Do it now. Be known for your super-fast response.
&#8226 My best sales tip is “protect the base” – after I’ve met a prospective or current existing client, I’ve been writing a handwritten note expressing my gratitude indicating that I realize they have a choice in buying supplies, but I thank them for choosing my company. Call me old fashioned, but it separates me from the rest.
&#8226 My motto: No problem – no matter what! People do not want to know why something cannot be done, they just want it fixed – repaired – made like new – without any excuses – period. The better, faster and with understanding of their point of view, the stronger your relationships with your customers will be.
&#8226 Smile and mean it.
&#8226 When you work hard consistently, the numbers will take care of themselves.
&#8226 Be prepared! Know your client and their competition!
&#8226 Never get complacent. Challenge yourself to be better. I asked my top salesperson after a really successful week if she was happy with the results. She said “no.” That is why she is my top salesperson.
&#8226 My best sales tip is to approach sales the way you desire to be approached. &#8226 Loose lips sink ships. I’ve seen more salespeople talk themselves out of a sale then into one.
&#8226 I work in the hotel industry and my competition is all around me. What sets me apart from people is that I love my job!
&#8226 It’s all about the customer, stupid.
&#8226 Speak their language and you will get far.
&#8226 I say to each client, “I am here to give you as much information as you need in order for you to make a completely informed decision.”
&#8226 Confidence speaks louder than words.
&#8226 Sales is a simple concept: Help people like you would want to be helped.
&#8226 I don’t bring any of my tools, bags, computers, etc., to the door when talking to my customers. This forces me to build a rapport, and ask questions, with the customer, and takes away the “crutch” that I have in my bag. It’s proving to be an excellent way to gain sales, because it allows me to build the trust that is needed before I get into the details of the sale.
&#8226 Do your homework to earn the right to have a conversation.
&#8226 It’s difficult to take back a first impression.
&#8226 Create a following by never following.
&#8226 Print out your client list/call list, then turn your computer off and pick up the phone. No e-mail you send is going to be as good as the call I am going to make.
Pretty good? These are regular “hit the phone and the pavement” salespeople who are out in their market or their community, making it happen. I applaud them. There will be more of these tips next week.
But the winner? Bill Atkins. He owns Red Bank Limo in New Jersey. His tip was: Each day, pick two customers at random. It doesn’t have to be your biggest or newest customer. Tell them you don’t have any agenda for the call, but just called to see how they are doing. No sales pitches allowed. Focus on the long-term relationship you are building, not the sale.
Good advice from everyone – for everyone. &#8226

Jeffrey Gitomer is the author of “The Little Red Book of Selling.” President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at (704) 333-1112 or salesman@gitomer.com.

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