Interview, job and successful salesperson Treat the job interview like a sales call. That is to say, study the organizations products and services, market place and competitors. prepared to explain how you would develop new prospects, nurture existing customers and plan for the long term. Be Your unshakable confidence in both yourself and the company you want to work for. Your ability to work as a member of team Your ability to bond with others and build the rapport Your high energy level Your burning desire and goal orientation. Suspects: Individuals or companies who are potential customers, but who have not yet had any contact with you. Prospects: These are the people whom you have already contacted or who have contacted you and who represent a realistic potential for future business. Customers: These are the folks who have made a decision to purchase what you have offered Business partners: The people and organization in this category not only have bought from you, they are depending on your resources and suggestions to grow and prosper in their business. Inside sales: You never go outside to meet your prospects. You call them on phone. Outside sales: Sales travels to meet suspects, prospects, customers face to face. In this personal discipline is an essential requirement of the job. End user selling: When the person or company that actually buy and use the products, services or solutions you are selling, end user selling involve a long term relationship with the company or person. Wholesale e selling: The buying person or company will be the distributor for your product but not end users of your product. This type of selling is conducted under long term contracts. Retail selling: The products arranged in a departmental stores, which often assign sales people to their customers. It is common in retail chains that stock selves and accommodate inventory and clean up their departments. Consultative selling: These are travel agents, event planners, interior decorators and other suppliers who take the services of several suppliers and consult with the end user, who select the correct bunch of products or services. Each element sold through this consultation with the end user results in a commission, credit or bonus from the supplier with which the consultant works. Honesty- Do you standby what you say? Integrity- Do you think in the long term for yourself and your associates? Concern for others- Do you listen well? Are you willing to repeat and rephrase what another person has said before you respond with your own concerns? Respect for others- Are you approachable? Do you keep things in prospective during your exchanges with other people? The most common barrier to success in sales is probably the fear of rejection. Day to day work in the sales field requires constant rejection. Even for superstar performer rejection is a common experience. Salespeople who never get rejected are not running enough plays in the first place and they won’t be successful. Passionate sales people by and large are the successful people. If you sell what you love and love what you sell, you’ll probably become successful. When you talk about the things you love to people, they will listen, they will sense your enthusiasm, and they will believe in you. And when people believe in you, they will do business with you. It’s your own responsibility to become familiar with your company’s plans, goals and objectives. It’s good thing to hold on to old customers than searching new customers. Marketing experts, surveys and many sales specialists estimate that it costs nine times as much to find a new customer s it does to add on business to an existing one. Decision makers buy for their own reasons. They always move away from unpleasant experiences and towards pleasant experience. Emotions have a strong and usually primary influence on buying decisions. The better informed your buyer, the more likely they take an extremely cautious approach to decision making. People who buy out of necessity make purchase decisions more quickly than people who buy s the result of conscious choice. 1 Develop a relationship with more than one single contact in a customer’s organization. There is strength in numbers and there is nothing wrong in developing few back up contacts to point you towards key people if your primary acquaintance leaves the organization. 2 Always ask for referrals- Most customers will be happy and a little bit flattered, when you ask for permission to contact the trade references they provide. 3 Keep adding value- Become known as the person your customers calls for help when something unusual comes up: ex- a free consultant. 4 Keep the lines of communication openSend out a frequent mailer that keeps your customer up to date on developments in your industry. 5 Ask your customers for their opinion- ask how services and products working out. 6 Create special package and prices- Offer something special for your special customers.
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