Sam Manfer, Sales Mastery
Sales Force Training and Development - Focusing on Executive Relationships and Selling
Most Important Selling Tip!
Recently a trade magazine interviewed me and the questions they asked and my answers were excellent reminders of what sales people and managers need to practice to take their sales volume to the next level. .
Question:
What is the most important advice I can give for a sales person to increase sales?
Answer:
Exploit your existing customers. They are the easiest prospects to get more business from. Most sales people do not spend enough time building relationships with the powerful people of existing customers to learn what issues they are facing, as it relates to the solutions they can provide. A sales person’s time utilization should be 50% spent on existing customers, 30% on old and lost customers and 20% looking for new customers.
Get to the profit center leaders and the immediate staff of your customers to build professional relationships. These are the people that will make final decisions and influence follow-on sales. The sales person that sticks with the subordinate-in-charge or the delegate is leaving the selling of the real decision maker up to that subordinate. This is real risky. You may not get to these leaders and staff on the first sale, but there is no reason you can’t after the sale is made.
For more on this topic see my article A Primer for Executive Relationships
Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Sam’s selling awards and $ Million sales recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention. Follow Sam’s C-Level Selling Blog for more insights. Sign-up for his free Selling E-Zine.
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TakeMeToyourLeaders.com • TakeMeToYourLeadersForEngineers.com
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