Sales Training in Two Words
If I were allowed only two words when training a salesperson, these would be my choices:
Option #1: "Be prompt"
Don’t be late to show up for a sales call. Be prompt. If you know you ARE going to show up late, then phone. When you say you will call at a certain hour, be prompt. And when it comes to deliveries, be prompt. That one is most important.
Showing up late or calling late is not only disrespectful, it sends a message to your client and speaks to your attitude regarding time. It’s hard to be taken seriously when you show no regard for time.
Option #2: "Listen up"
Being a good listener can take you a long way. Too many of us interrupt or bring the conversation back to ourselves. People appreciate a good listener and will find a way to buy from you.
Option #3: "Sell hard"
While much of our success in sales is tied to skills, the wild card is effort. There is no such thing as a diligent failure in sales. It rules everything else. You can make up for a lack of natural ability by showing a unnatural level of hustle.
Oh, and here’s two more words for you to wrap this blog up:
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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.