Farquharson/Tedesco on Business Development: 10 Lessons No Longer Taught
6 Be supportive of your fellow sales rep—Sales is a lonely job. Life is easy when you have a book of business and orders are rolling in, but that doesn't mean you couldn't use a compliment. Conversely, when times are tough the phone isn't ringing, be a good friend and offer some encouragement. What goes around, comes around.
7 Someday, mentor a newbie—Right now, you are on the bottom of the sales food chain. In the near future, that will change and a new hire will join the staff. Don't ever forget the anxiety and stress you are feeling and what you wish someone had said to be of support. Someday, you will have the chance to make a difference with a newbie when it is his/her turn to be terrified or frustrated. When that day comes, offer some support and a few suggestions. "Let me know if you need anything" is not enough. Be a cheerleader. There is nothing more personally rewarding than getting a phone call or e-mail from someone whom you've mentored in the past and is now successful.
8 Thank a client for the order—"I appreciate the confidence you've placed in me." "I will take good care of your business." "Thank you for affording me the opportunity to be of service." There. That wasn't so tough, was it? Every order and every client is precious. Never assume they know it. Tell them.
9 Don't prospect from the cell phone—When you call on a prospect, do so from a good connection with minimal background noise. If you call someone from your car, you might as well start off your pitch by shouting, "HI, THIS IS BILL! YOU'RE NOT IMPORTANT ENOUGH FOR ME TO CALL FROM A QUIET LANDLINE..."
10 Leave your job at the office—Google the phrase, "End of the day." There was a time before e-mail and cell phones that the sales day ended, business was over and your personal life began. The weekend was yours to share with your family. You'd watch your child's game without talking on the phone from the sideline. Sales etiquette includes a separation of business and personal. Be present to your family. How do you wish to be remembered by your kids? Go be that person.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.