BECOME A STAR SALES PERFORMER
Here are some of the ways I believe any salesperson can take control of his/her territory and make a real go of – no matter how large or how small the territory may be. With this series of hints they truly will appreciate that they are in control of their own business, and if they work it purely as their own business, success will follow.
These are subjects that can also be expanded on in group training sessions and/or designated workshops where they can prepare a personalised approach to each of the issues and compare notes with the remainder of the sales force.
FIRST SOME IDEAS ON HOW
A good salesperson can become the star attraction within any small designated geographical location with relative ease – that is if they really want to. Once this is achieved the outer geographical area can be widened to accommodate any base selling programme. But in order to become successful, the sales plan needs to be carefully structured and combined with as many of the following ideals as possible:
NETWORK WHERE OTHER SALESPEOPLE WON’T
Network where others forget to network – with the people you already know. Most think of networking as constantly meeting new people. But remember, the new people you meet will no longer be new after you’ve developed a relationship with them. Start your networking with your existing clients, friends and neighbours before you look elsewhere.
NOW COUNTER NETWORK THOSE AREAS
Develop your own personal sales network as quickly as possible. Make a point of getting to know as many complimenting business proprietors as possible.
In time, you’ll be able to pass business onto them, and they’ll be obliged to pass business back to you. Others will simply pass on business because they see their business friends doing so.
MEET WITH KEY PEOPLE
In every village, town, shire and city there are those prominent individuals who are considered to be key people. People who are able to influence others. The more of these people you befriend, the more they’ll be able to help you grow. But don’t wait for the next Chamber of Commerce meeting to make your approach – do it now.
GO BEYOND SINGLE-NICHE MARKETING
Don’t just get attached to one segment of the market – no matter how profitable it may be to you at the time. Develop several niches. The wider your different market niches, the more likely you are to increase your business turnover – and profits.
ATTEND ASSOCIATION FUNCTIONS
The more you attend, the better known you’ll become. You may need to eat lots of foul or ordinary tasting finger food, but you’ll also get to meet many other people just like you – and you’ll also get the chance to meet others of influence.
SWAP LEADS WITH OTHER SALESPEOPLE
Don’t ever believe you’ll get anything for nothing out of life. If you do, it’s a bonus – treat it that way, then repay the other persons kindness as quickly as practical. At other times approach others on the basis that you’d like to swap leads with them – you’ll be surprised how many will take you up on your offer.
SPREAD GOOD RUMOURS
If you spread good rumours about others, it will become easier to spread good rumours about you. This can be done many ways. You can anonymously call the different local news media, the Chamber of Commerce, Rotary, Lions and even your competitors. Tell enough people and they’ll pass the rumour on.
On the other hand, you could piggy-back your rumour with another good rumour about a very prominent member of that community. But the best way is to deliver quality, charge reasonable rates, keep your word, and in no time they’ll be talking about you.
Do it often enough and you’ll have to stop spreading your own rumours about yourself.
GIVE THEM A FREEBIE
Give them something for nothing when they least expect it. It’s good for them to know you won’t always charge them for everything you do. They’ll appreciate it more than most think.
CHAIR SPECIALIST SEMINARS
This can be easy once you have already developed some degree of influence. But if you start small, you can only grow. Work with others (who already have the necessary influence – but don’t want the lime-light) to help you achieve your end. Get it right and referrals could just come your way from the sources you least expected.
WORK ON YOURSELF
The trick here is to work harder on yourself than on your business. Sound different – and it is. Those that understand technique, do well. Besides there are benefits that come with it. You’ll sharpen your writing skills, communication skills, debating skills, phone skills and people skills in general.
Those who depend on the limelight need to work harder at this than those that don’t. Attend seminars and workshops that teach up-to-date material and better communication skills. Stay abreast of changes and read as much as you can that will help you ‘stay in touch’.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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