May7
Sales Advice, Make It Personal
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under sales advice
Sales Advice… Selling Is Business But Make It Personal
By, Nick Moreno
I’m not a big fan of “Site Sellers” or “Pitch Books”. I’m not a big fan of “canned” sales presentations. Leave all those cookie cutter approaches to selling for the armatures. The top pros know that selling is personal. Here is some sales advice on how to keep it personal.
Sales Advice About The Top Pros
Every prospect is different and the top sales pros treat each prospect differently. In doing so, they make each prospect feel special. You can’t accomplish that with a “canned pitch” so, that’s no way to increase sales performance. Have you ever received this sales advice? There is not a single sales training CD on this topic.
Sales Advice About Proposals
Consider all the boilerplate material found in most sales proposals. I know it’s not efficient to write a whole new proposal for every prospect but there is still a need to personalize the boilerplate material. Here is some sales advice… find ways of mentioning the prospect’s name and their company’s name as often as possible. Take extra care when you describe their “present condition”. That section of your proposal should be unique for every prospect and it’s key if you expect to close more sales. This sales advice will never fail you.
Sales Advice About Presentations
I have more sales advice for you. Personalize all your slide sales presentations the same way you should be personalizing your proposals. My sales advice is to insert your prospect’s name often. Better yet, add their logo to the slide presentation. These little extra touches will make your prospect feel special and that’s something you must accomplish if you expect to create a long-term relationship with them. I just gave you solid sales advice.
Sales Advice For Salespeople
“Thank You” notes should also be personalized. What’s so special about receiving a boilerplate ‘Thank You” E-Mail? Instead, get out your pen and write a unique “thank you” note. Taking a little extra time saying “thank you” is a sign of your sincerity. No one wants to do business with a less than sincere salesperson. I just offered you some more great sales advice for serious salespeople. I hope you’ll remember and use this sales advice.
We no longer operate in a “one size fits all” market. Something a simple as a hamburger is now marketed as something you can have “your way”. I no longer deal with a teller” at my bank. Instead, I have a “Personal Banker”. Never underestimate the importance of allowing each sales prospect to feel unique, important and special. Remember this sales training advice.
To you sales success!
Nick Moreno, Sales Trainer
ADDITIONAL ARTICLES OF INTEREST
Train The Sales Trainer To Improve Effectiveness
Understanding Major Account Sales
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