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The Add On Professional
Written by: Gaylen ThorntonArticle Overview: 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.
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Free Download - A Role Model - I Think Not! By Gaylen Thornton |
The Add On Professional
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."
Article Tags: contract renewals, economic times, eye protection, hearing protection, landscape maintenance, layoffs, lifeblood, multiple services, mutual trust, new business, personal protective equipment, personal relationship, sales person, satisfied customers, service provider, targets, thriving business, time activity
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About the Author: Gaylen Thornton RSS for Gaylen's articles - Visit Gaylen's website Gaylen began his sales and marketing career in 1974 working with residential and commercial customers in the fence industry. He gained knowledge and expertise as a top sales professional from his National Sales Manager and Director of Sales positions for American Optical, Lehigh Safety Shoe Company and Varsity Contractors. Gaylen has extensive experience in working with residential and commercial property managers and REALTORS. This work includes home and commercial building repairs and improvements, cleaning and landscape care. This gives him a unique perspective to buying, selling and property management as well as how to take care of both commercial and residential facilities inside and out. Gaylen arrived in Arizona in 1996 residing in Scottsdale for 9 years, moving to Surprise 4 years ago. He is past president of the Mission de los Arroyos Home Owner Association and currently serve as the treasurer on the Ashton Ranch HOA Board of Directors. Gaylen has an extensive educational background having a Bachelor of Science degree from the University of Phoenix, a broadcast degree from the Western School of Broadcast and is insurance licensed in Arizona and Utah along with his Arizona Real Estate license. Gaylen is a member of IFMA and BOMA both outstanding facility service organizations. Through education, career, and voluntary efforts, Gaylen has acquired a wealth of experience which gives you the "Selling or Purchasing Edge" in your real estate transaction or if you are in the market to enhance or maintain your commerical facility. Click here to visit Gaylen's website Leadership Accountability Check Your Ego at the Door Common Sense Communication The Add On Professional A Role Model I Think Not |
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