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They Are Impressed When You Know This About Them Business Articles | April 24 Ryan Getzlaf Canada Jersey , 2008
Every once and a while, a sales rep, on a follow-up call with me will say, "So how's the barbeque cooking team doing?" "Keeping that golf game sharp?" "Your kids doing well? You have a a daugh...


Every once and a while, a sales rep,


on a follow-up call with me will say,


"So how's the barbeque cooking team


doing?"


"Keeping that golf game sharp?"


"Your kids doing well? You have a


a daughter still in college, right?"


Like most other humans Roberto Luongo Canada Jersey , it makes me


feel good when someone takes interest


in me and my interests. (If they are sincere,


and the situation is appropriate, of course.)


It shouldn't be that uncommon when


someone does it well. After all, with all


of today's technology, CRM, etc., you


would think that most sales reps would


be all over this powerful aspect of human


relations and sales.


But most are not.


If you are, you have an edge.


People buy from people.


People they know Rick Nash Canada Jersey , like, and trust.


Building relationships that build


businesses in the process.


And for you, that means being truly


interested in the people you call, both


from a business and personal view


will pay big dividends for you.


Business information, naturally, is what you


should be gathering on all of your calls.


How the business is run, what their specific


needs, wants Ray Bourque Canada Jersey , and objectives are.


But you should get personal information too.


This takes you to the next relationship level.


Especially if you do any type of account


management, calling customers on a


regular basis.


This includes such data as hobbies, special


interests, family, accomplishments, leisure


time activities, organization memberships,


and special dates such as birthdays. You


can glean this info from several sources.


-From the prospectcustomer. Of course


this is your best source. You can be reactive Patrick Sharp Canada Jersey ,


listening carefully to any clues they bring


up during the call, and then acting on them.


Like if they mention they're going to be gone


for a week, ask, "Oh, business or pleasure?


Where are you going? What do you like to


do when you're there?"


Or, be proactive, and ask about them


personally, "I'll be spending the weekend at


kids' basketball games. You have any


kids Mike?"


-From secretariesassistants. They can be


bountiful sources of information for you. Ask


them about the boss. What does heshe like


to do with their spare time? Ask them to


describe the boss' office. What is on the


walls Patrick Roy Canada Jersey , shelves, and desk? Any photos,


trophies, plaques? When is hisher birthday?


-HisHer Competitors. Don't laugh. If you


sell to your customers' competition, listen


carefully to what they have to say.


-Publications. If you specialize in an


industry, be sure you get the trade pubs


for that niche. You'll learn more about the


industry, the competition, your customer's


business Patrick Marleau Canada Jersey , and maybe even your customer.


-Search engines. Be sure to Google your


contacts periodically to see whatever might


come up. I found out one of my customers


was a marathon runner and it really impressed


him that I knew.


To make recording this information easy,


have special fields set up in your CRM.


At the end of each call, update your fields


with the new info you gather. Set up


reminders to alert you to birthdays each


month.


Using Your Information


There is a wide gap between people


who are perceived as "ProductService


SALESpeople," and "Buyer's Helpers."


You bridge that gap when you use


custom information. Here are ideas.


-On your calls. As you build your


relationships, try to mix personal information


in your conversations. Get the prospect


customer talking about their interests,


and you'll also find them talking about


orders. Every phone call doesn't have to


be a business call either. Why not a


Happy Birthday call?


-Through the mails. Send birthday


cards, anniversary cards, notes of


congratulations or thanks Patrice Bergeron Canada Jersey , or anything


to mark special occasions. News


clippings about personal or business


interests are always a fine gesture.


The important point here is that every


time your customer receives one of


these items from you, you are amplifying


your image in the customer's mind.


When you use personal, custom


information, you peel away the layers of


business formality and possibly resistance


that exist before most, and during many


sales transactions.


By appealing to personal needs and


interests on a one-to-one basis, you


burn a long-lasting impression into the


customer's mind that translates into


loyalty, appreciation, respect P.K Subban Canada Jersey , and mutual


benefit in terms of the business relationship.

Article Tags: About Them




Zigma Meditech India Pvt. Ltd. is headquartered in Chennai and manufactures Medical Equipments in the domains of Pulse Oximeter, Ventilators, Cardio Thoracic, etc.


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