Sales By The Saint
Knowing your Product.
?You need to know the product that you are going to represent, promote, sell and stand by.
You need to know where the product has originated from, the founders, its history and the manufacturing process. You need to know all the operating parts to your product, why they have them, how they work and what are the benefits.
You need to be able to relate all this information to your prospective customers business, and allow them to understand why this product is suited to their operations.
Again I use my experience in the Truck Industry and use Mack Trucks as my example;
If you can become part of this story, be proud to share and ask your customer to join you, so you can form partnerships that will last as long as the product.
Make sure you have used the product, operated it and pressed every knob and switch in and around your product – know it back to front..
Make the time to visit your manufacturers head office, form relationships with your superiors, Vice Presidents, Regional Service and Sales Managers, Factory Managers, Warranty Administrators, Engineers, Logistics, Marketing and fellow Dealerships.
Its also important to understand the product concerns, what are the causes, the fixes and possible preventative solutions. Speak to your workshop or repair division to understand more from a mechanical prospective.
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You have to know it all, you need to be able to answer every question, or know someone who can give you that answer in a timely fashion.
Make the time to go and visit owners and users of your product and understand more about your product before going to a conquest customer who you are introducing your product to for the first time.
Its also important to do self-awareness refreshers on your product as new items are being developed and installed, sometimes without notification. If you are planning to visit a customer or you have a planned meeting at your business, operate the product that morning, just to familiarize yourself with the operation and go through your selling process with yourself.
We are extremely lucky to have a program and App that you can search a particular item and it has all the operations clearly identified and explained. It’s a great tool for the entire Dealership to know and use and then pass on to the operator and owner.
If you know your product and are self-engaged, you will be able to present your sales proposal with clear, precise and confident delivery. Your customer will be impressed and drawn towards your commitment to your product, your position and the want to form that business relationship.
?I personally have been in sales and selling Trucks for almost 31 years and I still enjoy the thrill and excitement of the sale. Each day is another opportunity, another step closer, another day to learn, another day to improve. When your phone rings, or that email comes through, it could be just the one that you’ve been waiting on. Embrace and enjoy your time in sales, as it can be extremely rewarding in so many ways.
Serve,?Available,?Life,?Empathy,?Solutions –?SALES
Over the coming Stepping Stones, I will venture into what I do to be my successful.
$ales by the Saint..