|
|
Like this article? PLEASE +1 it! |  |
|
The Secrets of a TOP GUN Xerox Sales Professional
| Guest post by: Wayne Berry |
Article Overview: Have you ever wondered why some Sales Professionals do so well while others are failing in the same marketplace? In this article I'll share with you the"Top 10 Customer Service Commandments". Follow these guidelines to become a TOP GUN in Sales.
 |
Free Download - How sales professionals can use the iPad2 as a serious business tool By Wayne Berry |
The Secrets of a TOP GUN Xerox Sales Professional
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
How Much Is Your Career Worth?
Secret to Success
Success Isn't Magic
Why Follow a Sales Process?
Is Your Business Thinking the “Right” Way?
Article Tags: birthdays, bureaucracy, cash register company, competitor, evenings, frank pacetta, gun sales, invoicing, national cash register, national cash register company, ncr, new job, persistence, phone call, sales job, sending cards, time to go home, top gun, wall street journal, xerox
|
About the Author: Wayne Berry RSS for Wayne's articles - Visit Wayne's website Click here to visit Wayne's website   How do I get my sales people to create some urgency with the client Todays PROFESSIONAL SALES PERSON Versus THE AMATEUR DONT LET OBJECTIONS BE THE KISS OF DEATH TO YOUR SALE PROSPECTING HOW TO GET PAST THE GATE KEEPER The Secrets of a TOP GUN Xerox Sales Professional |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Business tips from Xerox
- Thanks Chris - do you have any suggestions for what else you would like to see in terms of business advice / tips / best practices from Xerox?
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Kevin's Case Study #5 - Different "hats" you wear
- To help all entrepreneurs (especially aspiring new ones), I'd like to ask:
1.) What is your small business?
2.) Then list the numerous "hats" you're required to wear in order to succeed. Moreover, go on to rate each job function on a scale of "1 = generalist" to "10 = expert" and even which tasks you outsource.
Perhaps this post will act as a decisive factor on whether a person should pursue a specific business idea or not.
[i:exdr7mc8]For example, if I owned my own bakery, I'd create my list as follows:
1.) Professional Baker
2.) Different hats I'm required to wear:
-Dessert making (8-10)
-Customer service/Sales (7) - Job function is outsourced
-Accounting (5) - Job function is outsourced
-Marketing (4) - Job function is outsourced
-etc...[/i:exdr7mc8]
Re: Auto-DM's on Twitter
- dallasberry -- are you using the Professional version of SocialOomph to get those features? Or maybe I just haven't found it in the free version yet.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Erin Ferree, Small Business Branding Coach
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.