Distance Yourself from Your Competition

Competitors. No matter what industry or what products and services you may be selling, you undoubtedly have competition. At times, this fact may cause you considerable distress, while, in reality, our competitors keep us on our toes, always forcing us to further refine our message and methods in the hopes of ultimately winning the sale. So… thank you Mr. Competitor. We appreciate your efforts!Our view of the competition, while varying at times, is our key to responsive selling and keeping our efforts focused where they should be… on the customer. Our competitors really do keep us sharp. We must know their strengths and weaknesses as well or better than we know our own. We must truly understand their products and services from our customers’ viewpoint. If indeed our quest is to fully grasp the true nature of the needs and wants of our customers, then we must likewise have a full grasp of the myriad of choices that confront them as well as the manner in which our products and services can meet their expectations, offering more value than our competitors do.That’s fine. That is Selling 101 with an advanced flair.

We must grow accustomed to do far more than that if Supra Vaiders Women Green White we truly wish to be known as the superior alternative in the eyes of the customer. If today’s savvy customer already expects a quality product, a fair price, on-time delivery, ease of order entry and a smooth flow of the entire transaction, then what is there left to do? Plenty!It’s seldom only the big things that your customers notice, but rather the summation of the many “little” things along the sales path that make a tremendous difference in their perception of you and your company. It begins with common courtesy, and that starts with the company receptionist.1. Treat the company receptionist and other employees at every level with respect. Many salespeople see her of little consequence or may even treat her rudely. First, she is deserving of respect just because she is a human being. She is also doing her job to the best of her ability. Her supervisor frequently calls on her to fill-in or perform many other office functions, often without much expressed gratitude. That receptionist certainly talks to other employees and often is part of the administrative side of purchasing, especially in smaller firms. If you are perceived as rude in any way, you have just burned your bridge with both the gatekeeper and the buyer.2. Always speak in a professional manner.
There is no room for off-color remarks or dark, “street-corner” humor. Professional salespeople never include harsh humor or foul language in their vocabulary. This alone is often enough to differentiate you from some of your competitors. If this is not possible, you may have the opportunity to introduce your customer to others in the community with whom they may enjoy a mutually beneficial relationship.11. Don’t make promises casually. Always deliver more than promised. Always do what you say you will, in a prompt, forthright manner. Never allow yourself to be in the position of having your customer remind you of something which you promised to do or take care of. Always do more than asked. Do it with a smile.12. Follow up. Call or email your customer regularly. Stay in touch. Always follow up promptly. Send a confirming email. Mail catalogs quickly. Return phone calls as soon as possible. Drop a note in the mail. Send your customer news headlines relevant to their interests or industry. The point is to stay in touch. Keep yourself positioned in front of them in a positive light.13. Refer your customer to other companies. Help bring them new business. Every firm wants and needs new business opportunities. If Supra TK Women Society Red Red you can bring your customer a new prospect or introduce them to another firm where they can establish a profitable relationship, you will benefit as well. They will know that you really care and are genuinely interested in them.14. Remember your manners. Look directly at people when you speak with them. Give them your total attention. Say “please” and “thank you” at the appropriate times. Listen carefully while they are speaking.15. Turn off your cell phone while on a sales call or in a meeting. Nothing is more rude or inconsiderate than having your time with your customer interrupted by a ringing cell phone, or worse, having you either take the call or simply look to see who Supra Vaiders Women White Green is calling. Nothing speaks “you are not as important as this next phone call” louder than this. Simply place your phone on “vibrate” before your sales call. Any callers will be directed to your voice mail where you can respond after your current sales call is completed. Show consideration for your prospect or customer and give her your undivided attention.