"EARNING THEIR BUSINESS"

WELCOME

To all my clients and regular follower's of this site and my blog ( http://my-salescoach.blogspot.com ) !

I sincerely hope you took the time to read / order "7 Powers Of Questions" by Ms. Dorothy Leeds. It is truly one of the best resources for any of us that want to grow and achieve higher levels of success.

This week - Earning Their Business ! Over the years this theme has been dealt with on this venture many times - so here it is again. Professional buyers often remark, when questioned in focus groups, that certain salespeople earn their business or earn the opportunity to be among the final candidates.

What does that mean ? Obviously there is no simple answer but there are particular comments made which could affect your perception of "earning" and what it means. Allow me to share some of the axioms and observations that support their feelings:

1. Knowing how to be "professionally assertive" with style. Being persistent while still showing respect for their time and workload. Timely contacts and innovative ways of keeping your name in front of them.
2. Learning to sell yourself before selling your product or service. And most especially learning how to assure them of their ability to trust you and what you say. This entails having a very strong integrity ethic and being comfortable selling it.
3. Learning how to ask questions in the Discovery process and shut up, listen, take notes.
4. Learning how to convey the utmost respect for everyone on their team from the receptionist, operator, secretary, and especially the buyer. I always utilize Yes Sir, etc along with Mr. or Ms. as opposed to the first name until encouraged to do differently.
5. Learning how to respectfully gain commitments for growing the relationship. Look for innovative ways to compliment their value and significance.
6. Being thorough and patient with every opportunity but never giving up or showing signs of exasperation. Understand that being persistent is the name of the game. Never assume that your barking up the wrong tree. Do you have the business now ?

I realize that these generalities are just that - but they can be the difference in your success - give them lot's of thought.

Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.