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Sales Training Tip of the Day: Focus on the Deal in Front of You
| Guest post by: Gordon O'Neill |
Article Overview: You need to focus on the deal that you have as opposed to the one that might never be. Professionalism, consideration and customer service must be your primary focus as a salesperson. If you forget these key values, when a customer is ready to buy they will forget about you.
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Free Download - How to Sell to the Price Driven Customer By Gordon O'Neill |
Sales Training Tip of the Day: Focus on the Deal in Front of You
As I write this article I am sitting in the customer lounge at a car dealership, waiting for my vehicle to be serviced.
As I sit here I can't help but notice the lack of professionalism that is occurring on the sales floor. While, I am grateful for the inspiration for this article, I am ready to go into full-on sales training mode!
I have watched 4 out of 10 salespeople answer the phone while they are talking to customers.
You need to focus on the deal that you have, as opposed to the one that might never be.
The phone should only be used when you don't have a customer at your desk. The customer in front of you is the most important thing you have. Embrace them, welcome them, build a rapport with them, ask them to stay awhile.
As a salesperson you are there to provide customer service, you are at the service of the customer. You are not the receptionist, you are a salesperson. You are there to sell, not answer the phone. Voicemail was created for a reason, so that you could return a phone call at a more convenient time.
You see, most people are passive aggressive... They won't mention that it was rude of you to answer the phone in front of them; they won't tell you they are annoyed by your blatant disrespect; instead they just won't buy.
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About the Author: Gordon O'Neill RSS for Gordon's articles - Visit Gordon's website He is one of Canada's leading sales and marketing experts in the financial services, insurance, and commissioned sales fields. Through speaking engagements, Gordon has captivated thousands of sales professionals in these fields. Audiences find Gordon to be motivating, inspirational, and thought provoking. By drawing lessons from fascinating real-world examples, he educates and empowers decision makers. As a certified life coach and expert in neuro-linguistics programming, Gordon easily provides the necessary knowledge to make the best business decisions, utilizing his proven sales strategies. Gordon was born into business and started his sales career at a very young age. When he was only 18, he started a career in automotive sales at a large Chrysler dealership in Toronto, where he joined a team of more than 20 salespeople and quickly went from young upstart to top salesperson after just one month. Gordon maintained top status until moving into management. Gordon's unique career achievements include automotive sales and leasing, business management, financial services, insurance, tool and die making, construction, wholesale manufacturing, retail, and landscaping. His background has provided him with the rare opportunity to relate to many different business fields. Gordon also holds certifications in Project Management, Lean Management, and Six Sigma (Black Belt). Gordon's background and career experiences have moulded him into the sales expert that he is today, and he has helped transform the careers of many very successful salespeople. His book Sales Survival is coming out this fall. Sales Survival is a complete guide to a career in sales, including effective communication, sales techniques, customer retention, marketing strategies, and becoming the professional salesperson. Click here to visit Gordon's website   How to Sell to the Price Driven Customer Sales Training Tip of the Day Focus on the Deal in Front of You The 3 Step Sales Process Feature Function Benefit Sales 101 Product Knowledge A Closing Strategy for Success |
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