Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Monday, January 16, 2006

Getting non-salespeople to sell

Over the last week I have been speaking to a few clients about the need for their professional/technical staff to be better sales people. Because technical and professional staff don’t like selling, they often end up providing customer service rather than selling. They don’t achieve sales outcomes because they are not thinking about them.

You see, all sales people need to consider their responsibility to move their client forward. That means moving their client towards spending more of their available budget with the salespersons company. That is the prime objective for a salesperson.

But many professionally trained people think selling is NOT professional. They see it as being ‘dirty’ and often unethical. But just like every other line of work, in sales you can choose to be professional in your manner, or not.

Professional sales people:
  • Plan their sales meeting. They know what they want to achieve from every call.
  • Don’t waste unnecessary time on tyre-kickers, or long meetings with unqualified prospects.
  • Are prepared to ask for the order. They know their client expects them to do this.
  • Have excellent interpersonal communication skills.
  • Know how to keep the sale moving forward, even if it takes longer than originally planned.
If you need help to be more professional in your sales activities, see the links in the right hand margin for sales training resources.

1 Comments:

  • At 4:10 AM, Blogger perlissima said…

    Hi Stuart
    I forwarded this entry to my friend Tarin Moore who has just started his own IT service business called Rapid Assist.

     

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