Here is my two cents:

I would be a terrible salesperson if I went in with the attitude of "time to make a sales pitch".

For me, it is about having a conversation about whatever topic at hand, talking about the pros and cons, the benefits and the options available, how services suit different types of business needs, strengths and weaknesses of the my firm's capabilities...etc. It is a conversation and during that process, credibility is gained and trust is developed.

^^ This is an uber natural process to me. I can talk with anyone, but I don't ever want to feel like I am trying to 'make a sale' just for the sakes of 'making a sale'...I want to believe that the service being sold will truly enable that company to excel.

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Posted by tigerfoot

Alexandria

Member since Sep 2006

56710 posts

Posted on 8/29/13 at 9:55 pm to lynxcat

I have and have one set of advice.

Call people back, fast, two hours used to be the standard, now it is less, be positive, smile, take time to open doors and greet everyone when you enter their property, know the maint man as well as the CEO, spend your time with the folks on bottom too. Owners and CEOs can go on their own damn hunting and fishing trips, if you are doing it right they invite you. Decision makers really like to see you take care and respect their folks. Relationships...see above, do what you say, faster, better, more accurately than anyone else....never mess up, if you do, own up to it. Solid relationships are not formed by bullshite or being a smooth talker, that means jackshit.

Oh and Don't take vacation, I have 80% market penetration and still pick up business hand over fist in July and August.

Ask tons of questions, show interest in the minutia of your customers business, learn their business, learn their challenges...but don't assume that everyone has the same triggers. Ask them, they will tell you.

This post was edited on 8/30/13 at 7:41 am

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