I first met John over the phone in 2008. At the time, I just started with Draco with no sales experience and lack the personality. John was the most enthusiastic person I had ever spoken to. Little did I know that Petra had already been doing business with us for 10 years but John spoke to me like he had known me for all those years.
When we think of sales, what does that mean? Certainly, you need to be proud of your products and act as if it’s best thing in world. However sometimes we forget that it’s about solving problem and listening to your customer’s needs. Just offering a price is not sales. Knowing your customers and figuring out what are your advantages is true sales. When someone in my staff tells me a customer is not interested, I always ask why. If you dissect the phrase “they’re not interested”, is it because you gave price and they said no. Or did you take time to find out more about the company, who they buy from, who are the right people to talk to and what problems they are currently facing. Of course we must also find the right customer as well. Once you do, help them grow as best as you can, making money will be a byproduct that will naturally happen.
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