Whether you're the new kid in sales or a seasoned pro, you can always learn a few new tricks that will increase your effectiveness and grow your business. Here are 12, from Cy Charney’s The Instant Sales Pro (AMACOM, 2004).
1. Adopt orphan accounts . Often, due to the natural turnover of salespeople in an organization, you will find accounts falling between the cracks and being under-serviced. Jump in quickly to fill the gap and ensure continuity of service.
2. Constantly ask for feedback anytime you are not successful. Learn from your mistakes and improve your techniques and strategies.
3. When you are successful, think about what you did right. Then do whatever you can to repeat the good feelings, thoughts and techniques that you used.
4. Be persistent, but not annoying. Research shows that 70% of sales are made after the fifth contact.
5. Be passionate about your product or service. After all, if you're not, why should anyone else be?
6. Never be afraid to ask for the order. The potential buyer knows you want the order, you know it, so when you get a buying signal, close the sale!
7. Always ensure that each sale will endear you to the buyer. At the end of each transaction, the buyer should feel happy to have dealt with you.
8. Confirm that the buyer has gotten the satisfaction she was looking for. Follow up to show your interest and if possible listen for clues that more orders are on the way.
9. Ask a satisfied buyer for names of other people who might derive the same benefits as she has.
10. Have multiple contacts at your key accounts to ensure continuity if someone leaves.
11. Be a resource to your contacts. Be helpful with advice that may not lead to sales immediately, but which will generate goodwill and appreciation.
12. Love what you do. When you stop loving your work, take a break or look for another way to make a living.
For more information about The Instant Sales Pro and AMACOM’s extensive catalog of business titles, click here.
If you would like to learn more about effective sales and sales management techniques, consider these AMA seminars:
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