BASICS OF SALES

Think out of the box. This is such a fashionable statement today. You read it in print, you hear it in commercials, you see it on television.

For a salesperson thinking out of the box can refer to a lot of things, but most importantly thinking outside of the box to a salesperson means "how can this statement help me to increase my sales". Let us try thinking outside the box to find out how we can use “The Credit Department” to increase sales. How can a salesperson use his own company's “Credit Department” to increase his sales? Not many if any salespeople think of consulting their credit department for any reason much less using it to increase their sales. To the salesperson having anything to do with this department means there is trouble ahead. Consequently salespeople shy away from it.

Here are some aids you can get from the credit department to help increase your sales:

A- You can ask the credit department to supply you with information about the kind of purchases a customer is making and the volume. This kind of information can supply you with opportunities to make bigger sales.

B- The credit department keeps track of accounts whose potential business may look good but whose credit acceptability looks questionable. This type of information can save you the trouble and disappointment of getting an order only to have it rejected.

When I spoke to credit department heads in my company I found out quite a bit on the way my own company was run, and also how the companies my firm was doing business with was run. For instance they rated their inactive accounts very highly. Their reasoning was that if an account is active and in good financial shape and you are not selling them, then someone else is. What a great lead. Also the history of an account is something the credit department can also supply you with. This information can be invaluable to you to help increase your sales.

Try to think of anything that can help you make a sale and meet your figures, and when doing so do not forget the credit department.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

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