People often ask me what the formula is for being a good sales person. I have never approached the job feeling like I am selling something; instead, I focus on helping people with their challenges in hopes that the outcome exceeds their expectations.
Building trust is one of the most important ingredients in developing a relationship with a client. The end game for me is always to do what is best for them rather than what is best for me or for the company. Do this and you build trust—and your client’s loyalty.
Staying in close communication with clients is exceedingly critical. Deciding when it’s appropriate to make a phone call versus send an email is something I struggle with quite often in terms of training my sales team. The younger generation tends to be more comfortable “living inside the box,” as opposed to using verbal communication. I like to tell them that sometimes it is important for the client to hear your voice and feel your heart. And nothing will ever be a substitute for looking someone in the eye and giving them a firm handshake!
Time management is also an essential element in the sales process. Sales people are always juggling many balls at once, so it is imperative that one build a solid infrastructure to help you stay focused and organized.
I guess it is all of these subtleties blended together that make an outstanding sales person, and oh, by the way, I LOVE WHAT I DO.
By Clare Meehan
AlphaGraphics in the Cultural District