Quota and commissions are scary words for the sales person to understand. You have to meet Quota as defined by management and you need to make commissions to pay for your BMW 735 lease and Hugo Boss suits...maybe buy food and diapers for the family.
How do you do it?
Education
You need to know more about your products than anyone else in the company. You need to be the expert and trusted adviser. Study...study hard
Identify the Target Customers
People buy from People and from those they trust
If your solution or product cannot solve a business problem or improve revenues or other measurable target then you may need to look elsewhere
Allow the Customer to Choose on their own Time
If you Push or try to do a Hard Close on your customer..you will lose. You are not selling a used car and if you become desperate then tell your manager to give you another 30 days. No One and I mean no one needs to be pressured into buying. If that is the approach then it smells and a fish stinks after 3 days.
Remember, people buy from people and they buy from those they trust
Be honorable, Honest, Ethical and think long term
Happy Selling!
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment
Thanks for your comments