2 Universal Sales Strategies for Sales Reps broken down to DON'Ts and DO's
In Part 1 of this series on sales strategies, we offered a business-is-business list of steps you can take to find your customers. Part 2 followed up with a business-is-also-personal reminder of the top personal traits that help you retain your customers. Now, in Part 3, we summarize with strategic DON'Ts and DO's as staying-power strategies for a lengthy sales career in print and services.
Part Three
Consider these the worst-practice approach you could choose. Avoid them or accept responsibility for the fallout.
The DON'Ts
·do not trash-talk the business area you serve – and do not diss your clients to colleagues or other clients or anyone else
·do not hesitate to be clear about your parameters for doing business – terms, delivery time, return policy
·do not wait too long to fire a client that causes disruptions to your business – not just a ‘difficult’ one (we all have bad days)
·sales, by its nature, involves promises and a bit of razzle-dazzle – do not go so far overboard that you come off as unbelievable or untrustworthy, do not flat-out lie, because you will invariably get tripped up
·your sales pitch is about the benefit to your prospective client, not to you – so do not try too hard to establish yourself as an expert by being overly cute
never use any quotes from any:
-sports figure, celebrity, or your parents (save that for casual conversation)-president (you never know who you will put off)
-technology megabucks billionaire (their 'vision" is irrelevant to a small business)
never compare yourself to a Jedi knight – seriously, just do not
The DO's
Think of these as your best-practice business policy. Incorporate them into your overall sales strategy – you may be surprised by the intangible benefits they yield.
·believe in the products and services you offer
·balance your drive and ambition with an open mind
·know the industry sector you are in – stay positive about your business
·cultivate transparency in your client interactions – starting when they are a prospect
·bring your A-game to every meeting
·be curious about your business and about the world
·know your client’s business – and treat proprietary information with discretion and sensitivity
·know how to network – and do it, because consistency is key
·stay educated and up-to-date
·believe in – and trust – yourself and your instincts
·always follow-up on a commitment you make – regaining trust is the single most difficult hurdle to overcome when it comes to your reputation and trustworthiness
Now, get out there and sell!
Updated from the author's 2020 blog post rentapress.com
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