The Secrets of a TOP GUN Xerox Sales Professional

Guest post by: Wayne Berry
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When I first got into sales there were three companies that absolutely lead the field in training their sales people.

They were IBM, The National Cash Register Company (NCR) and Xerox.

At age 17, I applied to each of them for my first sales job and got "knocked back" by all three of them. However persistence finally paid off and within a year I got my start in sales with NCR.

I learnt so much from NCR and also from sales people who worked for the other two that I was interested to read an article from the Wall Street Journal about how one of Xerox's "Top Gun Sales People" got to be #1 in the USA. He was the best of the best.

His name - Frank Pacetta and here are Frank's:
"Top 10 Customer Service Commandments"

Frank attributes much of his success to these 10 Customer Service Commandments.

1. Prepare customer proposals on weekends and evenings. Never in selling hours.

2. Never say no to a customer .... everything is negotiable.

3. Make customers feel good about YOU, not just your product, by sending cards for birthdays and promotions, taking them to lunch, the football, and other outings.

4. Meet customers requirements, even if it means fighting your own bureaucracy.

5. Do things for customers you don't get paid for, like solving invoicing problems.

6. Know your competitor's products better than your competitors do.

7. Be early for all meetings.

8. Dress and groom yourself sharply so you look like a superior product.

9. When it's time to go home .... make one more phone call.

10. If you stay in the shower for a long time because you don't look forward to going to work.... find a new job.

I would go along with all of those tips Frank!

Have a great week. Make it a great week.

Wayne Berry

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About the Author: Wayne Berry

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Wayne Berry CSP* is Australia's own TOP GUN Business Sales Coach and most in-demand speaker on sales, negotiating and Sales Management Training. He is ranked in the top 7% of professional speakers in the world by the USA based National Speakers Association. He is a best selling author and one of Australia's best known speakers. His four books, “Negotiating In The Age of Integrity”, “How To Get The Best Deal Every Time”, “How To Get The Best Sale Every Time” and “How To Lead and Motivate A TOP GUN Sales Team” are now sold in 13 countries. He speaks more than 200 times each year at conferences around Australia, New Zealand, Asia, and at programs arranged by his TOP GUN® Business Academy. This year his seminars and workshops will be attended by more than 20,000 sales and business people. He has also recorded more than 40 audio and DVD video programs on selling, sales management and negotiating. He has shared the platform with Tom Hopkins, Brian Tracy, Zig Ziglar, Earl Nightingale, Dr Norman Vincent Peale, Dr Denis Waitley, James Rohn, and many, many other internationally renown speakers.
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