China is the most populous country and so is the profession of selling. Fortunately with few, selling happens consciously and with others, it happens unconsciously. But everyone of us is a SALESPERSON; selling something to others. And if we are not selling to others we are selling to ourselves. I would like to share three powerful tips to build a powerful Sales persona.
- THINK LONG TERM: Think long term and choose your customer wisely. Identify Enterprise customers and build your relations at every level. Because Enterprise customer have large appetite and will continue growing. And so would your sales order value. There are many benefits of doing so. Number # 1; you will continue reaping what you have sowed. Number # 2, even when you change your product portfolio you can go back to them and sell them your new products.
- SANDWICH APPROACH: Think of a mechanism to connect with your customers at two different levels – Professional and Social. When engaging your customer use the sandwich approach; begin with social dialogue followed by professional dialogue and close with a social dialogue.
- CREATE A WEB: Create a web within your customer’s organization. Network from bottom of the pyramid to the top of the pyramid. Even a security guard at the entry is as important as the CFO in the organization.
Hence think LONG TERM, PRACTICE SANDWICH APPROACH and CREATE A WEB to your success.