BASICS OF SALES

I had a customer I inherited that was a legend throughout the company I was selling for at the time. The owner of this company had two of the oldest business machines we ever produced. They were targeted to be replaced for over six years and by as many salespeople that had preceded me in the territory. I called on this account many times in the one and a half years that I covered this territory. The amount of calls would be worth the time invested if the sale was made. The commission would be in the thousands.

Each time I called on the account I prepared for a sale to be made,but I also was prepared with a little something extra if the sale was not made. I would not leave until I made a suggestion of worth or helped someone in the office do something. Eventually there was a problem in the account and I seized the opportunity to push for the order again. The owner talked it over with his office manager and other personnel and decided to replace both machines and add a third one for another application.

When I was at His desk writing the order He said to me "Do You know why You are getting the order and Why Your predecessors didn't get the order? Do you know why I'm replacing now even though I could still wait"? (Waited I said to myself) I wisely smiled slightly and said nothing giving Him time to tell me what I knew He wanted me to know. He said "it's because you were not only persistent but I and others in the office noticed how you took an interest in what was happening here. We took note of the suggestions you made and the hints you gave us even if it didn't seem to benefit you. I just nodded - Thanked him and wrote up the order.

Sometimes selling is not just parachuting in, telling your story and beating a pathway to the door. It's about showing the customer you care, that you are interested in what happens to them and, you are concerned about them.

Treat your accounts like customers. Like you have a vested interest in their success and are looking out for their welfare. In the final analysis their best interests' are your best interest. Be not only persistent but caring,and always have a back up plan ready to use.

Thank You
Joe D"Ambra
www.basicsofsales.com
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