Last summer I worked with a company called Richwood Creations. They are a non-profit based out of a small depressed town in West Virginia. The company was started to give local people employment opportunities as well as support the Young Life organizations in the surrounding towns. The company offers custom wooden home décor products and sells wholesale as well as direct to customers. Over the summer I worked at some tradeshows around the Pittsburgh area to gain some exposure as well as sell our products. I quickly learned that selling to businesses effectively and selling directly to customers is different, but surprisingly similar. You have to know the products inside and out while to sell to both, but end consumers are more interested in the specifics of the products and what services the company offers. I also had the opportunity to help set up some new accounts which was very difficult for me because it was my first experience with wholesaling. The business that is interested in wholesaling is not only interested in the specifics of the products, but also the customization on a larger scale, negotiating prices, contracts, and logistics. I was not given the responsibility of setting up new contracts or accounts with larger customers but I was fortunate enough to have some exposure to a new deal with our biggest customer. The same techniques are used when selling to an individual as well as selling to another company. Identifying the obstacles and end goals take priority. You have to be a very versatile salesperson to be able to work both sides of selling. You must be very knowledgeable as well as a good listener. You can find out more than enough information about a potential customer just by asking a few simple questions to get them talking. This builds a foundation and makes it easier to find common ground. What I took away from my sales experience with both individuals as well as companies is that to be successful, you must be an expert about your company, be able to ask the right questions and listen, and really know who you are catering to.
By dalmasote1
BoweryJE22 3 thoughts on “Selling to Individuals and Businesses”
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I think that your experience in sales this summer shows just how important it is to really understand the environment and the customer who you are selling to. So often we, I think, people forget to really listen to before they speak and they often end up saying the wrong thing.
This was an interesting and informative post. I enjoyed learning what you discovered while working in a sales role over the summer which ties in perfectly with what we are learning in class.
its great to hear about other students experiences I really helps put things into a common perspective.