The Power Of Effective Communication

In todays world, the power of instant communication is the reality. In the past, the art of letter writing and phone manners were imperative, as the recevier generally was some distance from the source of the communication. Now the distance is a keystroke. People make decisions in a blur of sometime useful information, and many times a glob of useless impressions that may or may not accurately represent the person. It is nearly the old wild west, where you shoot first, and ask questions later. Many who are involved in one on one sales, generally with durable, long term purchases, find themselves confronted with a problem. The customers move at a pace of their own, not at warp speed, and the salesperson must adjust their own presentation of product and solutions to match the process of the customer. The internet provides quantities of information, but the capacity of consumers to absorb, of honestly even want to know, may or not change the dynamic of a single sale. Bottom line: Slow down, and remember the old formula. We are give two ears, and one mouth. You can talk your way into a sale, but often, talk your way out of a sale. Make your points, and then shut up!

Confusion about what is training

A great many companies who manufacture and/or distribute products to wholesale or retail outlets, seem to think if they know the whiz-bang stuff on a product, that is all they need to know to close a sale. In fact, it may be the least needed portion of a sale, if the salesperson has properly established a relationship with the customer, correctly discovered their real needs, advocated a solution to the need, and supported the decision to buy. Instead of some carnival huckster trying to fleece the customer, they have become a consultant rather than a clerk. All companies selling to the general public, cannot stay in business, selling the available customers once. The repeat sales, with positive referrals, are the long term life blood of people doing business today. There is no substitute for professionalism. Whether you like it or not, the appearance of sales people, is the first subjective decision made by the customer, as to whether they will or will not buy. Sorry, hard lesson of life. Customers will do business with people they are comfortable with. If your appearance is the first and last impression they remember, go find a new profession.