3. Search the internet for industry information and trends. You'll find breaking news and greater detail online. One of the easiest ways to do this is to use Google Alerts, which is a free service that will send you an e-mail when Google's search engine finds new entries for the terms you want to track. You can track industry terms, company and individual names, or other key words and phrases.
4. Ethically and professionally gather as much information as you can about your competitors and how they do business. Ask people in your organization, not just the sales team, to give you information. Listen to what your customers have to say. Talk to salespeople from other companies who may have called on your competitors. Study your competitors' marketing materials. If possible, secret shop your competitors so you know what sort of experience your own customers are likely to have.
5. Ask salespeople for insight on industry trends, common customer questions, ideas for serving customers better and so on. Tap sales professionals inside and outside your organization, find out what issues are coming up on their calls and how they're dealing with them. And, of course, be willing to share your own knowledge and experiences.
6. Dress one notch above your prospect or customer. This gives you the visual appearance of a solution-based expert who knows the importance of respect and image. If your prospect wears a tie, you should wear a tie and a coat or a comparable suit. If the prospect doesn't wear a tie, you don't either -- but leave your coat on. Of course, this advice needs to be
Although these sales tips are elementary, I include them here because:
1) New salepersons enter the field everyday, so this may be new to them.
2) Experienced salespersons tend to stop doing the things that work, as thye are ever trying new techniques. It is good to try new things, but don't throw aways the ones that work. therefore a reminder is in order.
3) As I continue to experience health challenges, which I DO fully expect to overcome, I don't want to entirely neglect this blog, which is one of five blogs I produce. Reblogging is a good way for me to quickly provide good material, properly credited to its source--adding a few comments of my own--until I am back in the saddle fully.
