Friday, February 29, 2008
In the midst of printing my assignment (which i got to hand in by 5), this is for my chubsis who started her new job today.. _______________________________________________________A good salesperson is not only selling a product but value and trust. The most important qualities and competencies of a salesperson are:
1. Neatness
You may not lose a sale because of dirty finger nails. But it's certain that clean fingernails will NEVER lose you a sale. Why take the risk? You don't have to be dressed to the nines. Your clothes can be old or even worn. So long as they are tidy and clean, you are also reflecting those responsible qualities yourself.
2. Don't irritate people
Drop habits that might irritate family members, such as fidgeting with fingers, or talking on a cell phone in front of family members. Look people straight in the eye.
3. Listen
The golden sales command, never stop listening to understand needs of families. Follow up with questions that directly relate to what people want in a memorial. Encourage family members to talk about themselves so you can learn more about them.
4. Be the customer
This, of course, is impossible. But do everything you can to put yourself in the shoes or mind of the customer.
5. Be organized
Know exactly what you will present to families. With economy of effort, guide families through materials or choices, but never burden them with too much information.
6. Make the customer feel important
Provide information that assures family members. For example, if a family member or loved one is interested in a certain style or color, remark that an interesting person recently ordered a similar style, or whatever the case may be, that many other people have also been choosing this option.
7. Knowledge
Know your product lines inside-out. Read trade magazines. Subscribe to your local newspaper. Keep in touch with news and developments that affect your community. Having detailed micro-knowledge about your products and services and wider, macro-knowledge of your business, community and the world says that you care about people and what's happening around you. Never flaunt your knowledge. Respond to families in an informative, constructive and empathic manner about any developments they mention that you may have knowledge of.
8. Honesty
Whatever you tell families about a memorial or service option, be honest. Never stretch a tale. Dishonesty may come back to haunt you and instantly tarnish your carefully developed reputation.
9. Rectify mistakes
If a slip-up occurs, do everything you can to remedy the situation immediately. If the mistake means a loss on the sale or service, take the short-term loss so that you will be able to continue generating long-term gains.
10. Keep promises
Most people keep big promises. The majority forget little ones. Every little promise - when the obituary will be out, the memorial delivered or the pastor will preside over the service - is deemed extremely important to families. Keep families informed of delays and provide them with supportive information.
11. Be positive
Believe in yourself. Smile. Don't take yourself too seriously.Source: Baklarz, MT 2005, What it takes to be a good salesperson, Cold Spring Granite Inc, viewed 29 February 2008, <http://www.coldspringgranite.com/pr/YBNews21.html>._______________________________________________________Ok, i got to go now.. I dun want to be late and i can't wait to hand in my projects and meet up with my girlies.. Byeee! =)
2:51:00 PM
The Girl