|
Home Page
The Company
Tom Reilly
Books & CD's
Training
Programs
Public Seminars
Articles
Articles from
Sales Bytes
Order Form
Contact Us
Bibliography
Tough
Times Report
Links
| |
People
Skills for Salespeople
by Tom Reilly
Sales is a “people business”. One of the skill sets
that salespeople must master is people skills. To be effective in sales, you
must be a relationship manager. Keep these ideas in mind when dealing with
customers:
-
Everyone
wants to belong somewhere. Does your customer feel they belong in your
company? If they don’t belong in your company, they will belong in your
competitor’s company.
-
Everyone
wants a little respect in this world. You always benefit from showing others
the respect they deserve.
-
The
sale is more about the customer than it is you. It is their money, their
problem, and a solution with which they must live; it should be more about
the customer.
-
Pace
your buyer: Move at a speed that your buyer feels most comfortable with.
Some people move at a quick pace; others move methodically. Moving at a
speed that parallels your buyer’s pace demonstrates your sensitivity to
their needs.
-
View
your solution through the customer’s eyes. See your solution as the
customer sees it. Does your idea make sense from the customer’s point of
view?
-
Sell
to your buyer’s priority. Some buyers are task-oriented (all business and
bottom line); others are people-oriented (social and friendly). Task buyers
want to get down to business. People buyers want to socialize.
Research shows that 70% of your success hinges on your
ability to manage yourself and your relationships with other people.
About the author: Tom Reilly is a professional speaker and author of Value
Added Selling.
Back to the Sales Bytes Article
List
|