Monday, April 4, 2011

Take a Walk in Their Shoes

We’ve all dealt with pushy salesmen who obviously are just interested in making a big commission by selling the most expensive item they have and adding on as many accessories as possible. Sales should not be something you do to a prospect … it is something you do for a prospect. A salesman of integrity learns about his prospects’ needs and finds the optimum solution to those needs. That type of salesman is welcomed by the prospect as a confidant and an aide in getting their business handled.

So how do you know what your customer needs? You ask a lot of questions. You spend time researching their business. You try to walk in their shoes. Sales pros are like doctors - they ask questions, listen, diagnose the problem and offer a solution. Most freight brokering deals take time. In order to get the business you must be trustworthy, offer value and have the ability to follow through on everything your promise, everything.

Personal growth precedes professional growth. Evaluate yourself. What can you do to improve yourself? Become a better person and you will become more professional.
A truly professional salesman or sales lady is 100% convinced in their product,
you have to be convinced yourself before you are convincing.

You also have to set some goals. How can you hit a target you don't have? Write down your goals or they are just dreams.

Prospecting is hard but keep at it because the more prospects you have the less pressure you’ll feel. A proven process also takes pressure off the salesperson.

Zig Ziglar says, “You can have everything in life you want - if you will just help enough other people get what they want”.

Moving forward,

Jeff Roach

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