Knowledge: The first and foremost attribute that a salesperson must have is knowledge.He must have an excellent knowledge of the product,the company and of how to execute a sale professionaly.As you walk into a prospect's office,you should know:
1. What are the three major strengths of the company and the product range? In absolute terms as well as in comparison to the competition.
2. How does the product work?What does it do?
3. What is your company's business history and philosophy?
4. What are your company's policies regarding:
a) Guarantees and warranties
b) Pricing,including negotiation
c) Minimum quality standards
d) Delivery and turn-around time
e) Reliability and servicing.
Attitude towards customer service : In order to create a level of comfort in clients,it is important to focus on the level of service provided.When the client asks a question,what happens to the client's confidence in you and your organization?Does he feel secure or does it raise doubts in your ability to deliver? It is important to evaluate if you have established your benchmarks and quality standards.Every little thing matters.If it matters,is it really little?What a philosophy to live by!
Evaluate :
1. How quickly do you answer the phone?
2. How quickly do you return phone calls?
3. What is your response time for service and maintenance?
4. What is your response time in case of breakdown?
5. How often are you in touch with your customers?
6. How often do you seek customer feedback to assess satisfaction?
Most customers,even if they had a problem with you or your product/company,would stay with you,provided they feel that you have a caring attitude and that you make an effort to resolve their problems.
Hope this blog post will be useful to you.
Thank you for reading!!
BE HAPPY AND KEEP ROCKING!!!!
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