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3 Critical Practices of the Modern Sales Professional

salesThese days, working in a sales position can be very stressful. This is especially true when you consider the fact that people in these positions are largely paid based on commission and sales alone. Therefore, if they do not make the sales, they may not see a substantial paycheck. With this in mind, today’s sales professionals need to have the tools and know-how necessary to make their goals. Here are three critical practices that every modern sales professional should incorporate into his or her job every day.

Building Relationships with Clients

Rather than simply going through the motions to make a sale, today’s most successful sales professionals go out of their way to build a trusting relationship with the client or potential client. Most of the time, this is what will keep a customer or client coming back instead of seeking the same services or goods elsewhere. Building a relationship can be as easy as remembering a client’s birthday and sending him or her a greeting card, or even taking the time to ask how their family is doing.

Giving Away Promotional Items

Promotional products can be a great way to make customers and potential customers feel special and therefore encourage them to continue making purchases. Studies have actually shown that customers are more likely to develop brand loyalty if they receive promotional items as incentives or premiums. These can be given to customers at the time of a first purchase, first contact, or even at tradeshows and other events as a way of gaining publicity for the company while simultaneously engendering good will on the part of the recipient. Some specific items that customers tend to enjoy receiving include promotional backpacks and personalized laptop bags. These useful promotional products can be printed with the company name, logo, and contact information and can thus function as another form of advertising in themselves.

Following Up

The most experienced sales professionals out there today know that just because they have not heard from a client in a long time does not mean that they are not interested in making a purchase. Often, a follow-up phone call or e-mail with a client can be a great way to make additional sales. This practice can be even more effective if the sales professional offers a special promotion or discount, as it is more likely to convince a person to make a purchase.

If you would like to be a more successful sales professional all around, be sure to keep these tips in mind.


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