BASICS OF SALES

Everyone in the office you are calling on and connected with your customer in the minutest way deserves your attention. They should be treated as businesslike as you are capable of. As long as people are a part of your customer's staff they should be treated as part of those variables that must be handled to make a sale. You never know who can affect the outcome of your sale. That unassuming person behind a desk may be the daughter, son or relative of the owner. Impossible? Do not bet on it. The moral. Treat everyone as businesslike as possible, and never but never discuss one person in the office with another.

Even if you have been calling on an account for a prolonged period of time, it pays never to be too familiar. Friendly, accommodating, helpful,yes. But never over bearing or overly familiar. What you consider innocent or harmless behavior may not be interpreted as such by others. Even if you think you know the account, you are not there all the time and consequently you can not be aware of changes that occur with personnel in that office. Innocently talking to one person who is at odds with another can cause you problems, even if you are not intending any harm.

Office politics can be as problematic to you as competition, product failure or bad service on your company's part. Anything can affect your ability to sell. Granted you can not be one hundred percent aware of all the things that can affect your sale. You should however not go out of your way to become a part of any office problems even if you are in no way related to them. Stay aloof. If you think there are office politics at play be helpful and conscientious with the office staff, but remain detached as best you can from whatever problems you may perceive.

Sales result from satisfying the needs of customers with the benefits of the features of your product or service. This along with good service and a conscientious effort by a salesperson' company towards the customer is what makes a sale. It is those variables that one does not even consider or even think of in the foggiest terms that can also affect a sale. Although no one can be aware of all these things, try not to put your self in a position where you can be connected with unpleasant events, even in the remotest way and through no fault of your own.

Aside from being a capable salesperson, you also have to be lucky.

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

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