Make the sale yours.
One of my favorite business magazines to read is Inc., so when I saw this article called “Tips from the Best Salespeople I’ve Ever Met,” I decided to share the treasure. Interestingly, Steve Cody, the author, proposes a similar approach to sales as we have discussed in class. He shares some fascinating nuggets from three of his friends who are also top-level sales executives.
“Know how to read.” All three of Steve Cody’s friends list the importance of knowing how to read your customer. A lot of this comes with being aware of non-verbal signals and cues, but some of it just comes with practice. Massimo Biberaj, owner of a high end, New York City restaurant, will never go up to a table before making eye contact with them. He can often tell whether they need more wine, have a question, or just want to be left alone, even before approaching them. Reading your customer is crucial to good sales.
“The right amount of pressure” Modesto Gonzales, manager of Garmany, a high-end personalized New Jersey clothing store, doesn’t call or text his customers more than three times a year. He says, “I’ll call them on their birthday or wedding anniversary, and I’ll also let them know a new clothing line’s arrival, but that’s it.” Gonzales realizes the importance of giving potential customers time and space. Steven Nadell, managing director at Wells Fargo Advisors, looks at business as a, “Partnership between the client and salesperson” which gives him a great starting point when dealing with customers.
If you keep both of these concepts in mind when trying to sell you will be off to a great start. There are a few last pieces of advice from Cody’s friends that might prove useful. Here they are.
Extra Tips.
“’Be honest with yourself and the customer,’ Biberaj says. ‘I always ask the chef to eat his own food each night before I’ll offer it to my customers. If it’s not good enough for him, I won’t put it on the specials list.’
“’You have to truly love what you do for a living in order to be successful in attracting and retaining customers,’ Nadell says. ‘Clients always come first. In fact, try to put yourself in the clients’ shoes and imagine what their wants and needs are. It’ll make you a better salesperson.’”
“’Every one of Garmany’s customers is highly successful in their field of work,’ Gonzales says. ‘As a result, they’re finely attuned to giving and receiving top-notch service. If you can’t provide the very best service, they’ll find someone else who can.’”
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