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re: OFFICIAL: Sales Professionals Strategy and Discussion Thread
Posted on 8/23/13 at 10:18 am to GoldenSombrero
Posted on 8/23/13 at 10:18 am to GoldenSombrero
I buy my clients lunch for as many people as I know will be there and I do it unexpectedly. Drop a couple hundred on lunch and just come by, say hello and leave. No hard sell. Surprises the hell out of people, but... they remember that.
I find out who likes golf, fishing, family events, charities, etc.. I buy tickets to sporting events, concerts, and movie passes. I schedule plush golf outings, great dinners, and ALWAYS am there with them when they go. They have to associate ME with having a great time!
I give incredible service and piss off people inside the company who should never, ever, ever be in front of a client. They think selling is easy. It isn't. It's hard work. Takes time, planning and being able to get people to laugh and have a good time. Lots of perks come with that, but you really have to work hard to bring it together, gain their trust and friendship and get their business.
Once you have them buying YOU dinner, you have truly accomplished the fine art of selling.
I find out who likes golf, fishing, family events, charities, etc.. I buy tickets to sporting events, concerts, and movie passes. I schedule plush golf outings, great dinners, and ALWAYS am there with them when they go. They have to associate ME with having a great time!
I give incredible service and piss off people inside the company who should never, ever, ever be in front of a client. They think selling is easy. It isn't. It's hard work. Takes time, planning and being able to get people to laugh and have a good time. Lots of perks come with that, but you really have to work hard to bring it together, gain their trust and friendship and get their business.
Once you have them buying YOU dinner, you have truly accomplished the fine art of selling.
3
Posted on 8/23/13 at 10:53 am to HubbaBubba
It's really regional, but in the south relationships dominate still. Not as much in the northeast.
Posted on 8/23/13 at 11:01 am to HubbaBubba
Interesting responses for far. For those of you (buyers) who value the relationship, would you describe your sale as transactional vs a complex sales cycle?
I also think it could be a regional thing. New research is showing that building relationships alone is not producing increased sales, compared to the past. But I think people in the south value relationships more than other parts of the country.
I agree with building relationships and just being upfront and honest. Sometimes you just assume everyone is doing the same thing so you really don't set yourself apart. But it amazes me how many sales people can't or don't work on that aspect of their job.
I also think it could be a regional thing. New research is showing that building relationships alone is not producing increased sales, compared to the past. But I think people in the south value relationships more than other parts of the country.
I agree with building relationships and just being upfront and honest. Sometimes you just assume everyone is doing the same thing so you really don't set yourself apart. But it amazes me how many sales people can't or don't work on that aspect of their job.
Posted on 8/23/13 at 4:18 pm to HubbaBubba
quote:
I find out who likes golf, fishing, family events, charities, etc.. I buy tickets to sporting events, concerts, and movie passes. I schedule plush golf outings, great dinners, and ALWAYS am there with them when they go.
What do you sell?
I'm in medical sales and I would be in jail if I did this.
To the OP, here's what has worked for me:
Be an absolute expert on your products, your competitors, and your market. You spend a lot of time getting that meeting, so you should put even more time toward preparing for it. Do your homework and understand your customer before you meet them, then listen while you are there. They are busy and you are in the way, so you should be providing value of some sort at every interaction. Sort through the marketing BS that your company spews and find the truth for your customer so you can win or lose for the right reasons.
Treat people fairly and sales is easy.
Oh, and stop reading sales books.
Good luck.
This post was edited on 8/23/13 at 4:19 pm
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