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Selling is Serving
Written by: George LudwigArticle Overview: Sales Superstars seem to know, consciously or unconsciously, that the word "sell" originates from the Scandinavian root "selzig," which literally means "serve." As my first mentor, Zig Ziglar, always said, "You can get everything in life you want, if you will just help enough other people get what they want." Losing sight of this core principle by focusing on their commission, quarterly sales quota, or closing a hot deal quickly prevents many salespeople from becoming elite selling stars.
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Selling is Serving
Sales Superstars seem to know, consciously or unconsciously, that the word "sell" originates from the Scandinavian root "selzig," which literally means "serve." As my first mentor, Zig Ziglar, always said, "You can get everything in life you want, if you will just help enough other people get what they want." Losing sight of this core principle by focusing on their commission, quarterly sales quota, or closing a hot deal quickly prevents many salespeople from becoming elite selling stars.
Like a great dog serves its master, Sales Superstars serve their customers and prospects and go to extraordinary lengths to find favor with their clientele. Past any obstacle, thefaithful canine has been known to rescue a senior, defend a child, or even save his master's lives. Sales Superstars must also do whatever it takes to serve their customers so fervently that an almost unbreakable customer loyalty develops. They are completely devoted to satisfying the needs of those they serve. This focus on service becomes a powerful sales tool indeed, because satisfied buyers not only remain loyal, but also tell others of the way they were treated.
How would your customers describe your level of service? If you focus and perform like salespeople from the following two companies, you can count yourself among the very elite. Nordstrom department store's salespeople are told, for example, "Use your own best judgment in all situations to make the customer happy." Their salespeople are legendary for going far beyond the call of duty. They have even gone to a competitor's store to buy a product for a customer if their store was out of the item. Just like Macy's department store in the movie Miracle on 34th Street, Nordstrom develops customers who are amazed at their service and keep coming back for more.
Salespeople and customer service personnel from the Ritz-Carlton Hotel are taught, "If a customer complains to you, you own the problem and must resolve the problem-no matter whom you must involve to get the job done." Frank Bucaro, author of Taking The High Road, shares a funny story of when he arrived at a Ritz-Carlton and complained to the bellman of a very full bladder. Because of their policy for handling customer problems themselves, the bellman took Frank directly to the men's restroom himself. At the restroom door, Frank nervously asked, "You're not coming in, are you?" The bellman replied, "No! No! Our service definitely stops at the door!" Frank's story, though humorous, definitely illustrates how an extraordinary level of service is never forgotten by a customer.
Customers who have experienced super-service by a salesperson, or anybody else in a company, will definitely tell others about their experiences. Word of mouth will accelerate a salesperson's positive reputation, transforming it into their ultimate marketing tool. A fast-spreading reputation for high-level service will dramatically increase sales, and it's what often moves the average salesperson one click closer to becoming one of the world's Sales Superstars.
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Article Tags: call of duty, clientele, core principle, customer loyalty, great dog, hot deal, losing sight, macy s department, macy s department store, miracle on 34th, miracle on 34th street, movie miracle on 34th street, nordstrom, nordstrom department store, quarterly sales, ritz carlton hotel, sales tool, salespeople, superstars, zig ziglar
Referred by: http://www.JustChangeIt.com
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About the Author: George Ludwig RSS for George's articles - Visit George's website  Click here to visit George's website   Silence Is as Good as Gold Have You Created a Contagious Customer Experience Making Revenue Rain in the New Year Dont Worry College Will Prepare You For SuccessNot Work Smarter to Work Less |
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