When I first started with our company in sales, I asked a top sales rep what advice he would give to a new sales rep. His one piece of advice was "pitch big" you can always scale back. Over the years I've modified my approach to "sell them what they need, not what you think they'll buy." In other words, do an effective discovery fact-finding and then make a solid recommendation that's going to satisfy the customer's needs and help them reach theIr goals. If you do this, you can have confidence over the years of knowing that you did what was best for your customer, your customers will like you and trust you, and your customers will continue to buy more from you and refer you to others.
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"Modeling the Way" BlogMark A. Watkins is a Region Sales Manager in the Midwest with Rollins, Inc. and strives to Model the Way as a Sales Leader, Teacher, Visionary, Innovator, Problem Solver, Coach and Mentor. Archives
August 2018
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