Some time ago I read a very interesting book entitled "Selling with character". Adlam This book discusses the principles of success in the era of the horizontal in building a business and also keep customers on an ongoing basis, which in this era of salesmen act as a farmer and also the hunter.
Salesmen as a hunter where the salesman is good at finding new customers.
Salesman as a farmer where the salesman is good at "taking care" of customers to remain loyal wear the company's products.
In the current era of horizontal, Connectivity not only occur between the company and customers, but also with fellow customers themselves. So, because everything is pitch-related information connect and transparent, so that both the company and the salesman will be in the know as well.
The question arises, "How to build customer trust to the company, especially as the spearhead of the company salesman ??"
2 things to be key:
Competence: Dealing with the skills and knowledge that is owned by the sales.
Character: More to the salesman character, which consists of (next page).
And there are 6 pillars of character that should be in property by any salesmen
Trustworthiness (honesty and integrity)
Honesty by a sales also includes not hide the truth about a product, but do not need to tell the secrets of a company. Provide information to consumers what is needed by them. so we gain customer confidence.
Consistent and integrity (only word and deed - a salesman with only brand companies).
Promised something what you can give and give more than promised.
Respect (respect & tolerance)
Customers appreciate it should, it could be a competitor to appreciate the WOW.
Appreciate your competitors and customers will appreciate you even more.
Give simple things to show our respect.
Example: Given the name of the customer, the simple little things that can give a great effect.
Advising the customer to focus on decide amid much information.
Responsibility (responsibility and seriousness)
Following the procedure and discipline yourself.
Maintain accountability For long term relationship with the customer (us in respect of what we sell).
Exercise to achieve maximum results, there is a formula to achieve it.
Success = S (skill) x A2 (activity)
Skill -> Strong communication, negotiation, presentation.
Activity -> For sales call activity gain new prospect.
Fairness (fairness and objective)
Provide detailed information about the product to the customer to gain confidence.
Give good treatment to customers in all situations
Make friends with everyone. A thousand friends are too few, one enemy is too much.
Caring (kind & caring)
Take note of any perceived important information about each customer .Good the date of birth, parent's name, favorite food etc..
Focus on customer needs, when they will deliver on our hearts and loyalties.
Manage sales order not to disrupt the rhythm of the customer. Create a positive aura when interacting.
Citizenship (obey the rules & order)
Way of selling a "straight" would make the reputation of the company becomes better So that the gain the trust So that the customer makes matters so much easier and smoother.
Involving the community in order to improve their welfare.
Consider the environmental impact of products, because customers now not only see the benefits of the product funsional only.
Hope it can help you in building your business and keep your customers on an ongoing basis, thank you. :)
Salesmen as a hunter where the salesman is good at finding new customers.
Salesman as a farmer where the salesman is good at "taking care" of customers to remain loyal wear the company's products.
In the current era of horizontal, Connectivity not only occur between the company and customers, but also with fellow customers themselves. So, because everything is pitch-related information connect and transparent, so that both the company and the salesman will be in the know as well.
The question arises, "How to build customer trust to the company, especially as the spearhead of the company salesman ??"
2 things to be key:
Competence: Dealing with the skills and knowledge that is owned by the sales.
Character: More to the salesman character, which consists of (next page).
And there are 6 pillars of character that should be in property by any salesmen
Trustworthiness (honesty and integrity)
Honesty by a sales also includes not hide the truth about a product, but do not need to tell the secrets of a company. Provide information to consumers what is needed by them. so we gain customer confidence.
Consistent and integrity (only word and deed - a salesman with only brand companies).
Promised something what you can give and give more than promised.
Respect (respect & tolerance)
Customers appreciate it should, it could be a competitor to appreciate the WOW.
Appreciate your competitors and customers will appreciate you even more.
Give simple things to show our respect.
Example: Given the name of the customer, the simple little things that can give a great effect.
Advising the customer to focus on decide amid much information.
Responsibility (responsibility and seriousness)
Following the procedure and discipline yourself.
Maintain accountability For long term relationship with the customer (us in respect of what we sell).
Exercise to achieve maximum results, there is a formula to achieve it.
Success = S (skill) x A2 (activity)
Skill -> Strong communication, negotiation, presentation.
Activity -> For sales call activity gain new prospect.
Fairness (fairness and objective)
Provide detailed information about the product to the customer to gain confidence.
Give good treatment to customers in all situations
Make friends with everyone. A thousand friends are too few, one enemy is too much.
Caring (kind & caring)
Take note of any perceived important information about each customer .Good the date of birth, parent's name, favorite food etc..
Focus on customer needs, when they will deliver on our hearts and loyalties.
Manage sales order not to disrupt the rhythm of the customer. Create a positive aura when interacting.
Citizenship (obey the rules & order)
Way of selling a "straight" would make the reputation of the company becomes better So that the gain the trust So that the customer makes matters so much easier and smoother.
Involving the community in order to improve their welfare.
Consider the environmental impact of products, because customers now not only see the benefits of the product funsional only.
Hope it can help you in building your business and keep your customers on an ongoing basis, thank you. :)
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