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30 11, 2015

11 Traits the new Salesperson Must Possess to be Successful

By |2017-03-03T12:06:49-05:00November 30th, 2015|Categories: Blog, Sales, Success|Tags: , , , , , , , , |0 Comments

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Today's salesperson.

Today’s salesperson.

Over the holidays I usually work for an event company demonstrating their product. I do this because it gives me an opportunity to keep in touch with the customers. I also get to talk with them about everything, including life. It’s interesting what people will tell you about themselves and their shopping habits.

Many businesses are still behind the “electronic eight ball” when it comes to their salespeople. The salespeople and the managers are still functioning like it was the 90’s. Although no more than 10-15 years ago, the world has changed dramatically since then. There are somethings that have remained the same; the salesperson still has to build rapport, overcome objections and close the customer. How it gets done has drastically changed. Customers are influencing each other when it comes to where they shop and what they buy. The customer is either “with us or against us.”

The salesperson is now an integral part of the marketing plan. More than ever the salesperson is not just closing the customer, but need to be driving the customer into the store. Here is what’s changed and how the salesperson can become a driving force to bring customers into the store.

I believe this is the profile of the new salesperson:

  1. Web savvy and can show the customer around your web site. Also knows how to link to your Pinterest, Houzz and Instagram photos. Has also created some YouTube videos for you about products.
  2. Understands how social media works and posts updates of customers and their products.
  3. Seeks affirmations and testimonials for customers for your web site. Is not shy about asking for referrals online. Also pays attention to your online reputation.
  4. Has an up-to-date LinkedIn profile with over 500 connections. Knows how to link up with businesses to expand his/her network.
  5. Is consistent in online postings. Posts weekly if not daily about products and new jobs.
  6. Has a smart phone and is capable of taking photos and posting. Can also show customers how to post online and “like and follow” your business on Facebook.
  7. Understands the value of Houzz and how it can help bring in more customers.
  8. Knows how to put together an event at your business as well as build the invitation online. Understand how online “meetups” can help you build a customer base.
  9. Understands that “tweeting” is not just for the birds. Tweets regularly and has a following.
  10. If he/she doesn’t already have a blog, is considering one to help build a “personal” brand.

Most important can help you figure out why your IPhone won’t turn off. Every business needs people with technology skills. Let’s face it, change starts from the top; the salesperson can’t do it alone.

Thanks to “In search of sociable salespeople,”  for the photo.

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21 10, 2013

Learning How To Sell Really Won’t Help You

By |2017-03-03T12:07:00-05:00October 21st, 2013|Categories: Blog, Sales|Tags: , , , , , , , |0 Comments

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You need to update your tool kit.

Selling used to be a game and the rules and suggestions were always the same, “Close  them” was the cry.

The problem is we don’t sell customers  anymore, they sell themselves.

They get much of their information on line; hopefully your company has a web site and social media to engage them.

You need content, content, content as my friend Shelia Carmody, Content Specialist from Guaranteed Press. According to Shelia, “The most challenging part of Internet Marketing is creating good, relevant, engaging content for your web page and all of your web communications.” Why not consider writing your own blog or have someone do it for you? You can buy content and post it yourself or have someone take charge of your blog. The key is to get others to read your content.

If you come from “the old school of sales” this is all new and most likely foreign to you. Since when do sales people have to write, don’t they just sell?

Since when do salespeople have to worry about internet marketing, don’t they just sell?

Well the new selling is all about this stuff; the more value you can add for your customers the more likely you are to get the customer to buy. (Notice I didn’t say “sell them.”)

As salespeople you were all taught about networking. Well networking hasn’t changed it’s just gotten easier and a little more complicated. You used to say I met Sally at the Chamber, now you say I met Sally at the Chamber, I joined one of her “meetups”, invited her to join me  on LinkedIn, friended her on Facebook, following her on Twitter and signed up for her blog! No that doesn’t make it more complicated, it makes it easier and really puts you in control. Look at all the options you have! The only way you could continue to connect was through the telephone.

This is selling in a different format. It puts some of the responsibility for getting sales on the salesperson.

What are you thinking about?

That’s a good thing right?

You don’t have to wait for the owner to run an ad, essentially you’re running your own ads by being out in the public.

As my mother would say, “It’s time to make a name for yourself little girl !”

Lisbeth helps business and individuals built loyal customers through customer service and social media marketing. To have her speak at one of your meetings, send her a text 518-495-5380. How’s that for a connection?

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