Information of Interest:
What Sets You Apart?
What sets you apart from the myriad of sales reps
currently calling on the same customers and prospects
as you? You must know the answer to this and you
must make it part of your sales strategy and
presentation. It is critical to long term success of any
relationship, repeat business or NEW business. Do you
offer special guarantees or warranties? Do you
personally go out to demonstrate your product or show
up on the day of delivery to make certain everything is
going well?
Do you really get to know your customer and his
business, or are you just trying to make a sale? Do you
send birthday cards, thank you notes, anniversary
cards? Do you go the extra mile? Can he/she depend on
you in an emergency situation?
The answers to these questions are all critical to your
success. Do you meet with your client or prospective
client and learn all you can about his/her business and
challenges?
Do you really understand what your product or
service can and will do to address these issues? Do you
know your competition?
You can't sell your product against the
competitor's, unless you know his/her product's
strengths and weaknesses and how they stack up to
yours. Most importantly, you must understnad why your
product or service is more of a benefit to your end user
than the competition.
These are just some of the ways you set yourself
apart. This sends a message to the prospect of why
he/she would want to do business with you.
Quick Links & Sponsors:
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Greetings!
This is the first in our new e-zine. We have added a link
to our website for all who would like to receive our
newsletter. It will include tips for increasing sales and
providing exemplary customer service; motivational and
inspirational tid bits. We welcome your comments and
feedback or requests for particular topics.
We want to thank all who supported us last year and
look forward to another exciting year of growth. We are
currently arranging a schedule of our workshops for
2004 and hope to post them on our site's calendar
soon. We always offer workshops on or off site,
customized for your organization's specific needs. Call
us to discuss yours.
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Who Is YOUR Customer?
Know your target audience. Who are most likely your
customers and why? Who can most benefit from what
you are selling? It is easier to target this group of
people to try to turn into clients than trying to sell to
just anyone who will listen. There is little point in trying
to sell your product or service to one who has
absolutely no need or desire for it.
There are many ways in which you can target your
audience. You can do a mailing, call on the phone, walk
in the front door, attend their trade association
meetings, email them, attend their trade show, get an
introduction, meet them at social functions.
I recommend actively pursuing several of these
methods simultaneously. As you know, the more seeds
you plant, the better your growth.
Don't hesitate to utilize all of your resources. We
will be offering a workshop later this year, specifically
aimed at prospecting for ultimate results.
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Coming Soon! You Too Can Sell MORE!
We are finishing up the cirriculum for our 10 week
sales intensive-- Sell More. It will be facilitated one
evening a week over a 10 week span. It will cover
every area of the sales process from prospecting and
cold calling to the close and beyond. We will have
hands on experiential participation and opportunities to
grow and connect with other sales professionals.
If you know anyone who may have an interest in
honing their selling skills, please have them contact us
at our website or by phone 410-318-8877.
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Sales Forum
We would like to start up and kick off a 'sales
forum'. This would be a strictly social, network
gathering of sales representatives from any and every
industry. It would be an opportunity to meet others
who share many of the same challenges and rewards in
their profession. We will select a topic of discussion,
which pertains to selling, at each gathering and share
our ideas, thoughts, concerns, solutions and more.
If you and your colleagues would be interested in
helping us get this off the ground, please contact Iris
Sauber at 410-318-8877. We are also looking for a
location in which to hold these gatherings once a
month.
There will be no charge for this event, except a
small refreshments fee, so we can offer snacks and
beverages. Time frame would be either immediately
following the work day or from 6:30-8:30 one evening
per month.
If you know of a location which might be suited
and willing to host this, please let us know. We hope to
have this off the ground by Summer.
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You can have your article HERE.
If you would like to submit an article for inclusion in
our newsletter, we would love to feature you. You
would need to keep it to a 4 paragraph limit and email it
to us at: iris@sauberaa.com.
We welcome articles on the topic of sales or
customer service. Will we also provide space for your
by-line.
"The difference between what we do and what we are
capable of doing, would solve most of the world's
problems."-- Gandhi
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