Use Common Sense In Sales

Common sense is essential to making a sale. Here are some basic rules that sales reps must keep in mind.

Planning
Do plan your work — and work your plan. Set up appointments where applicable. Remember, you must practice and perfect your phone technique for this purpose.

Before you leave for the sales call, practice your presentation with a sales manager or a fellow sales rep.

Don’t try and bluff your way through an answer to a question the customer may ask. If you don’t know the answer, admit it and tell the customer you will get those answers as soon as possible.

Appearance
Do look the part. Dress appropriately for your client’s area. It won’t hurt to wear a tie, although a tie in Phoenix in the summertime just doesn’t seem like a good idea. Other areas of the country may call for some other dress code, i.e. cowboy boots in Texas, and business casual in dot-com land. It also depends on if you are calling on the CEO or the custodian.

No matter what, make sure to wear well pressed clothes, and have shined shoes with good soles and heels.

While your garb is important, also take care of the rest of your appearance. Make sure hair is neatly cut, and any facial hair be trimmed.

Don’t ignore your transportation. Since people may catch a glance of your vehicle, cleanliness is essential ... after all, we are in the cleaning business. A newer model, in the mid-price range sends a positive image to your customer.

The meeting
Do be early, but not too early — 10 minutes is about right. Never be late. If you are running late due to circumstances beyond your control, call ahead.

Be polite, and after a few brief warm-up words, get down to business.

When in the meeting, use your powers of observation to look for additional selling opportunities.

Also, take notes. If you feel your customer has a problem with you taking notes, explain that you want to remember what we discussed. It will leave a good impression.

Don’t forget your manners. Interrupting your customer is detrimental to your relationship. Remember the less you talk, the more you learn.

It may seem simple, but don’t park right in front of the facility. Park out of the way so you don’t take the space of an employee or customer.

Avoid hovering over your customers desk. Once your customer sits down, you can sit down.

Talk the Talk
Do communicate effectively. Use “clinch” words and be careful of using words understood by our industry, but not by your customers.

Until you know your client well, use formal titles and surnames.

Make sure to ask questions — open-ended questions will provide you with the most information.

If you don’t understand what is being said, ask for clarification.

Ask for the order, and commit yourself to doing something for your customer. Follow up on your commitments.

Don’t waste time with a lot of casual conversation and never use swear words.
These are just a few of the common sense rules sales reps can take to “seal the deal.”

To share your selling ideas, fax: (414) 228-1134, contact Mr. Dixon at (877) 379-3566 or e-mail liz.greenawalt@tradepress.com.