“Hi, Mr. Customer. Just thought I’d drop by and see if you need anything this week. I notice that the white bell-hoppers haven’t been selling well but you’re low on blue widgets; do you want me to order some for you? Do you need anything else? No? Okay, see you in a few weeks.”
The process repeats itself with each account and when the sales person returns to his office, he is disappointed with his results. “If I just had some new products to show my customers, then things would be different,” he thinks to himself.
Consider the same scenario with a different rep.
“Hi, Mr. Customer. I noticed that your white bell-hoppers haven’t been selling through. One of my other accounts has bundled them with blue widgets and they have tripled their sales. The best thing about this approach is that it increases your average sale. I know that you’re busy so would it be helpful if I set up a display for you and reviewed the program with your staff?”
This rep is a sales-maker, not an order-taker. He takes a proactive approach and positions himself as a problem-solver. He looks for opportunities and ways to help his customers and increases his sales in the process.
Are you an order-taker or a sales-maker?
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. For information on his programs contact him at 905-633-7750 or by email.
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