The Add On Professional
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Free Download - Honor Without Envy By Gaylen Thornton |
Sales pros work hard to establish a close personal relationship with their clients. When the sales person and their company perform as the product or service was promised, a bond is created and mutual trust is established. This trust assists the representative in maintaining the business and obtaining contract renewals. Selling is not a one-time activity. New sales are the lifeblood of every successful thriving business.
Companies never retain all of their existing accounts for various reasons, and many times through no fault of their own. Hard economic times result in layoffs or down sizing causing a loss of orders or need for full service. Newer products or systems are developed and sold to replace existing business when there is no other comparable alternative for the current vendor to sell. Non-performance will lose an account no matter how close and respectful the relationship with the sales professional has developed.
Wise sales people understand the need for new business, not only to replace lost, but for long term growth, and they know the best place to accomplish this task is from existing satisfied customers. I call these pros, "Add on Professionals." These sales pros have established a trusting bond with a client on a product or service and their current performance is exemplary. They recognize that now is the time to fill another need for that client.
A personal protective equipment sales person with lines of eye protection, air purifying respiratory, head, and hearing protection has a number of options at their disposal. The client is purchasing eye protection currently and so the sales pro targets another area of need. The manufacturing facility equipment is unusually loud and so hearing protection is presented and sold to the customer - they have "added on" to the existing business.
The same can be accomplished with multiple services. A total facility service provider capable of furnishing janitorial, landscape, maintenance, and sweeping services can "add on," fill needs, and increase business in several areas. For example, the customer is happy with the terrific janitorial cleaning inside of their facility, but the outside has overgrown trees, bushes and debris scattered throughout the property. The sales representative takes the opportunity to sell the client on the "additional" service and with the bundled services can add value while saving the client money to care for the facility.
The sales key to being an "add on professional" is unequaled service, establishment of mutual trust and awareness of the needs of the client then targeting additional products or services to meet those needs. In many cases, the opportunities are available but are overlooked as the sales person finishes the first sale and moves on to find and develop new clients.
New customers are vital to growth, but do not forget to increase sales along the way by being an "add on professional."
The Add On Professional - To learn more about this author, visit Gaylen Thornton's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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