search.noResults

search.searching

saml.title
dataCollection.invalidEmail
note.createNoteMessage

search.noResults

search.searching

orderForm.title

orderForm.productCode
orderForm.description
orderForm.quantity
orderForm.itemPrice
orderForm.price
orderForm.totalPrice
orderForm.deliveryDetails.billingAddress
orderForm.deliveryDetails.deliveryAddress
orderForm.noItems
When sales managers and salespeople work together in harmony, everyone wins.


we do a “POPS” (People-Oriented Problem Solving) session. The indi- viduals in question meet to identify concerns, common goals, and criteria for acceptable solutions.


The trust an individual has in your


organization is as good as the worst treatment they receive. You can’t treat salespeople badly and still expect them to be loyal to you and the company. Trust is difficult to build and easy to destroy, so treat your salespeople according to the level of performance you expect in return.


BE RESPONSIVE Your salespeople will be more pro- ductive if you’re responsive to their needs. As your company’s most direct


SELLING TIP Five quick steps to become a true professional


Professional salespeople are more than product peddlers – they are their customers’ consultants. Sales profes- sionals are educated and skilled, and have a competent manner that builds confidence in their prospects. The following five easy steps outline the path to sales professionalism. 1. Learn as much as you can about your business, its products, your prospect’s company, and its competition. Constantly sharpen your sales skills. Believe in your knowledge and skills and question them only when you are trying to improve them.


2. Maintain a unique relationship with your customers. They soon come to rely on you for valuable decision mak- ing information. Commit yourself to delivering value to your customers. Establish trust and respect through dependable and cheerful service, loyalty, sincerity, and professional competence.


3. Render a valuable service – a service that customers are willing to pay for. Selling is such a crucial function to any business that most companies are glad to pay high commissions, salaries, or bonuses to get the job done right. And, most customers recognize that part of their purchase price goes to pay salespeople.


4. Be accountable to your company and to the customer, but also be self managed. Don’t make false claims or promises to customers just to get them to buy. Work hard, show initiative, and be persistent. Operate with integrity and ethics.


5. Maintain a professional attitude. Take pride in your profession. Keep a positive and confident self-image. Be resourceful in finding prospects and in solving problems. Have a sense of responsibility to your company and its customers. And reach out to tackle new challenges. These five steps are easy to understand in print but often difficult to apply in real life. Apply that extra effort on a daily basis and you can become a sales professional – not just an order taker.


– NIDO R. QUBEIN


SELLING POWER JANUARY/FEBRUARY 2021 | 15 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


VIDEO: OUTBOUNDING: A NEW BOOK BY SKIP MILLER


link with customers, your salespeople often see firsthand what buyers like and don’t like. Let your salespeople tell you how to keep customers satisfied, and make the appropriate changes if you can. Make sure your salespeople have the training, infor- mation, and motivation they need to give you their best every day.


The relationship among your sales- people, you, and your company has a huge impact on profits and produc- tivity. The key to great performance is balance – equal respect and effort from all three, so that all three win. When you, your salespeople, and your company work together, it makes all three stronger. 


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37