In my early years selling consumer products to retailers and wholesalers, the focus and the pressure were on getting the order.  This didn’t mean get the order if it was profitable or get the order if it made sense for the customer to buy that much.  It simply meant get the order!  Today, many sales people still operate under the misconception that doing whatever it takes to get the order is the smart thing to do.  Nothing could be worse if you are truly dedicated to sales excellence!

Truly professional sales people still need to get the order and make their numbers but the ones who develop loyal clients are the ones who learn to make better business decisions when it comes to representing their companies and providing a high quality service to their customers.  Sales excellence today is about insuring the customer gets tremendous value from the sales person (as well as the company they buy from).   Value from a sales perspective is not the price paid for the products or services but the sales person’s ability to properly consult with the customer about the right things to buy.

Whether you sell items that customers may or may not need to buy repeatedly or you offer things that customers will need on a routine basis, there’s always the opportunity to make better business decisions on behalf of the company you represent and the customer you do business with.  These decisions come from the customer looking to the sales person as a business partner who can be relied on to advice the customer on the right selection, quantity and delivery of the merchandise.  When the sales person applies better business decisions to the customer’s needs, the result is always a stronger sales relationship with the customer.  In fact, many customers will forsake cheaper offerings from less credible sources to protect the relationship they value with the sales person who treats their business like they would their own.

Making good business decisions in the midst of trying to close a sale is not easy.  In fact it takes real confidence to acknowledge the best interests of the customer while trying to convey the benefits of what you want them to buy.  In many cases, deciding how to approach this balance should be dealt with before the call, not in the middle of the negotiation.  Making better business decisions requires practice and a consistent method based on critical thinking.  Seeing the customer’s true situation and thoroughly evaluating all the available options are just 2 ways to help your buyers make a decision that’s right for them.  Regardless of how well you believe you are at making decisions, you can never overlook the need for clarity and objectivity in the process.

In the end, developing a reputation for making better business decisions while being excellent at sales will only create a level of loyalty and referral that puts you heads and heads above your competition.  What you do on your customer’s behalf today with pay the company you represent handsomely in the long run.

Originally posted 2015-07-20 14:53:06. Republished by Blog Post Promoter