Three Areas of Sales to Know – Number Three
When I first started in business I did not look forward to sales at all – I thought sales meant you had to “sell” something to someone. When in actuality it is simply educating someone about a product or service that they didn’t have sufficient if any information on. Once a client understood how this wonderful product or service would benefit them, then they would either choose to use it or not. There are areas of knowledge that make this transition of education easier.
Here is the Third of Three Areas to Know:
Know How to Treat Your Client
Everyone wants to be treated special, so show your prospects that you care. Call them by their first names. Offer a firm handshake. Pay attention to what you see in their office or facility. And above all, let them know that you are there to help them.
Let’s assume you’ve done your homework on both your prospective new client and your competition. You can now use this information to get to the next level. When you contact your new client, you can lead with what you already know about their company and your competition. Explain to your client that you have a solution for them that they might not have thought about. Bring up one of those unique areas about you and your company that you know provides that over-the-top quality, and don’t let it go. Don’t sell, either; the point is to pro- vide information for solutions that solve their problems. If they don’t remember their prior conversation with you, well, make this one memorable. Don’t bother asking if they got your brochure, and don’t belittle yourself by saying that you’re “just checking in.”
YOU ARE THERE BECAUSE YOU CAN HELP THEM — SO LET THEM KNOW THAT!
These are three of the important areas to focus on in Sales. Do your homework and see the results!
These areas and more can be found in my new book Entrepreneur You.
In order to start your own business or maintain your current one, sales are critical to your growth and success.