|
|
|
2007-09-11 17:24:48
|
 |
Article by Louis Jordan |
 |
|
Integrity in sales starts when you look someone in the eye, shake their hand and introduce yourself.
If you start off the relationship by being disingenuous about your position why would anyone want to buy from you?
Since the early 90's the word "consultant" has become the buzz-word for sales organizations. Sales people now have the title of consultant written on their business cards and attached to their email signatures.
Apparently, telling a customer you are a consultant rather than a sales rep will immediately place them into a hypnotic- trance, in which state they will agree to purchase whatever product you recommend.
Apparently, a pig wearing lipstick is no longer a pig.
Look, customers want honesty first and foremost - they need to feel that their interactions with all vendors are based on integrity and candor. You need to provide them with that type of relationship regardless of the new title you have awarded yourself or been given by your company.
If you:
- Carry a quota
- Earn commission
- Add business to existing accounts
- Prospect for new business
- Tele-market
- Cold call
You are not a consultant.
You are a sales rep, account executive, sales agent, outside sales rep, inside sales rep, telesales rep, sales person, account manager, major account manager, national account manager, business account executive....
Much of the use of the word "consultant" comes from a fear or embarrassment about the word sales person. There is nothing wrong with being a sales person, far from it.
Most of this Country's economic success is built on the backs of sales people who generate revenue, build customer loyalty and allow businesses to generate profits from their products and services.
How successful would any of the fortune 500 be without someone to sell their concept, services or products? Why are you not proud to be a sales person?
If you call yourself a consultant, if you persuade the customer that you are a consultant what do you do when the time comes to act like a sales person?
That's right, in those circumstances your actions become a bright-neon-sign "I lied, I am not a consultant, all I want is to earn commission from you".
Tell your customer, from the first interaction, that you are a sales person. Leave no doubt that your goal is to sell them something.
I know this goes against all the recent trends in training and sales philosophy, but it works because it is completely honest.
If your customer understands you have a quota to hit and a manager to report to they will, if they are a good customer, be more respectful of your time and efforts.
As a sales person, you have the chance of over-delivering by allowing your actions; your integrity and honesty to differentiate you from all those sales reps pretending to be consultants.
Read more articles like this one at http://www.integrity-sales-leadership.com
|
| Specialized in: |
News
-
Updates
-
Industry
|
| URL: |
http://www.integrity-sales-leadership.com
|
|
|
Related Articles |
|
The first step altogether forms of twine replacement are removing the broken twine (Popularity:  ): Any range of things will cause your machine to act out of flip, or rather, in some cases, to stop acting altogether. In several instances, though, the fiend behind all this madness is just a foul, broken, frayed, or frazzled electric cord. As a result of an influence twine is virtually the bridge between power and gear, if the twine is compromised; the tool can't receive the ability it needs ...
How To Get Reliable Information On Properties In Bangalore For Sale (Popularity: ): Development of an area not only brings comfort to the residents of that area but also brings some unwanted hazards also. These are called as hazards of development. Bangalore, the flourished city in India, is well known not only to the Indians but also it’s a place of choice to the persons live outside India.Everybody wants to reside in a well developed city. Bangalore being the place of attraction, in ...
What You Can Expect From a Reliable Duct Work Parts Provider (Popularity: ): Whether it’s for dust collection, air pollution or any other mechanical installations, duct work is integral for efficient operations. Owing to their huge demands, various industry manufacturers have come up with new ideas and duct products with added features. Hence, it is obvious that you, as a consumer may get confused as which one would be best to suit your needs. Read on the following tips to find out what ...
Want More Profits: Go for a Cool Deli Case (Popularity: ): These are the times of luxury, increasingly high living standards and media exposure. Customer is aware of market trends, health related issues and rights. When spending money everyone wants its worth. The quality scores over quantity and also what looks good holds good for the customer. So the shopkeepers, store owners need to constantly upgrade. And when the talk is about perishable food items storage, hygiene, presentation all count for ...
What are PET or PETE Plastic Bottles and their common uses (Popularity: ): P.E.T. or P.E.T.E bottles are frequently used for plastic carbonated beverage and water bottles. PET is an acronym for polyethylene terephthalate,Recycled PET Shopping Tote, a plastic resin and a type of polyester. Manufacturers use PET plastic to package products because of its strength, thermo-stability and transparency. Customers choose PET because it is inexpensive, RPET Bags, lightweight, resealable, shatter-resistant and recyclable. PET bottles are labeled with a resin identification code #1 ...
|
|
Related Business |
|
Sales Higher (Popularity: ): Sales Higher is a sales assessment test for sales managers to easily identify applicants with the right sales personality to succeed in a competitive sales environment. At Sales Higher we do only one thing. And we do it well. We study sales ability and the people that make the most sales. And with that in mind we created a personality assessment that helps companies make their next sales hire with ...
Zed-Sales: Sales Management Software (Popularity: ): Zed-Sales™ is a comprehensive sales tracking system that tracks product sales across Primary, Secondary and Tertiary Sales Channels and provides a consolidated picture of an otherwise dispersed and complicated sales reports. The robust features and intellectual framework of Zed-Sales™ enables better decision making and meeting the business growth objectives in time.
Private Floor (Popularity: ): We offers quality private sale, private sales, private sales site, private sales online, private sales, online sales, selling cheap, private sales, private sales, private sales, private sales, private sales, private sales, event sales, clothing and cheap discount prices.
Sales Training CA & Sales Course (Popularity: ): Jack Daly is professional sale trainer offers presentation management training, Sales Course & sales development consulting and lively sales training sessions in CA that inspire audiences to take action in the areas of sales, sales management, customer loyalty and personal motivation.
WDT Limited (Popularity: ): WIN Sales and Marketing Programs is a one stop shop of sales solutions from Sales consultancy, Sales Recruitment , Sales Training, Coaching and Sales Certifications. We help Individuals and Organization that are becoming extremely worried about the impact of the economy is having on their revenue. The system is flexible. Our work is based on selling skills and not culture. WIN Sales & Marketing Programs have a single focused objective, ...
Worlds Best Sales Trainer (Popularity: ): Free Content Resource Management, Free CRM, Free Sales Training and Sales Training Video from Worlds Best Sales Trainer. Our CRM with Sales Opportunity is free for a sales team up to 4 sales professionals. You and your sales team can gain complete control of your sales activity with the Contact Resource Manager, CRM with Sales Opportunity Module from GregMedia Inc. Be organized and completely informed on where your with every ...
Sales and Marketing Jobs (Popularity: ): Salesman help a website for the sales people created a by sales people. We have collated some of the best sales information and tools from sales websites around the world. Salesman Help is the most comprehensive source of sales information on the Internet with videos, interviews, sales tools, and Jobs on line and heaps more information and products for the sales person worldwide.
Sales Communications Workshops (Popularity: ): Working seminars that cover topics such as sales strategies and planning, sales processes, and developing a sales meeting strategy.
Sales Career Connections - Employers (Popularity: ): B2B Sales Connections is Canada’s premier niche job board dedicated only to business to business sales professionals. If you are looking to hire sales representatives, independent sales agents, or seasoned top sales executives, we can help! When you advertise with B2B Sales Connections, you receive a prescreened list of candidates, matched to your requirements, in less than 24 hours, all for less than the cost of an ad on other ...
Sales Management Mastery (Popularity: ): The Sales Management Mastery sales management training blog is designed to provide today’s sales managers with real world insights and training on how to get top sales results from their sales teams.
|
|
|
|
Print article
Bookmark this page