Tips from Top Salespeople

Published Monday, June 27, 2011 2:29 PM

Selling is succeeding. Just ask anyone with a product languishing on the shelf. So what does it take to move the merchandise or sell your services?

Top salespeople share (sell!) their point of view in our round-up from across the web.

Service Trumps Price

Smart salespeople know that carefully targeted pitches and relationship-building trumps price, says sales consultant Clif Reichardin. In Salespeople: Don't Talk About Price on the First Date,  Reichard cautions news salespeople about offering cut-rate prices to secure a deal, arguing that long-term, mutually beneficial relationships can only be forged when salespeople deliver needed products and services, not merely cheap ones.

Get to Know the Customer

Understanding your customers' needs is key to selling, says Forbes writer Susan Adams in How to Sell Almost Anything.  Savvy salespeople resist the urge to jump into sales spiels, instead they open a line of inquiry with their customers. Uncovering what a customer needs makes it easier to sell a solution. 

One Size Doesn't Fit All

Effective sales people are nimble, recognizing that one solution, or one sales pitch, doesn't fit all, says consultant Steve W. Martin in Persuasion Tactics of Effective Salespeople.  Martin cautions sales teams from using a formula to pitch customers, instead suggesting that salespeople try forging personal connections with customers and building rapport through communications give-and-take.

What makes an effective salesperson? What traits or tools can elevate a salesperson from good to great?  Share your thoughts here and at the Pendaflex Facebook page.


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