I have been an independent sale representative for many years. When my wife and I started our small business I also handled the outside sales for her company. Many of our customers were also small business owners so it was important to me that each and every one of our customers was handled efficiently. It’s easy to be a bad sales person: don’t show up for your appointments on time, don’t have your sales materials ready when you do show up or failing to follow up with customers are just a few ways to lose customers. Since I always considered myself a very good sales representative, a great salesperson I would like to share a few tips on what makes a good sale representative.
Good sales representatives provide a strong financial base for all small businesses. They generate sales revenue via the orders they write for the business. Whether the sales representative is an independent or works strictly for one company, their primary function is to get in front of the buyer and get them to buy.
The number one priority of all good sales representatives is to service their existing clientele. Whether it is a face-to-face servicing, phone calls, letters or emails, good representatives must be in constant contact with their clients. Good sales representatives make themselves available to the customer at all times. I always told my customers they could contact me at any time of the day, 24 hours of the day, but always jokingly added “Please don’t call me after midnight or my wife would get mad or think I have a girlfriend”.
When a customer calls you with a problem or request, drop what you are doing and handle that problem or request immediately. This strengthens your credibility with your customer and keeps the door open for you to offer and sell them additional products. By handling customer problems or complaints immediately also reinforces to the client that you were worth the extra cost should your product be priced a little higher than your competitor. One of the first things I would do after my customers would receive their order was to contact them to see if everything about the order was okay. Was it received on time, were there any damages or any problem with the order?
While visiting with clients, good sales representatives should have updated catalogs or samples to show the customer. It is important to be familiar with all the company’s products so the sales representative can fill a specific need for a customer. They advise the customer on what is new, the uniqueness of the product and how it can increase the client’s sales. Increasing the client’s sales increases the sales representatives’ company sales and of course their commissions. Also always ask for an order.
While visiting with clients, a good sale representative is also constantly prospecting, looking for new clients. A good technique for all sales representatives is to ask their existing customer if the customer knows of anyone who can use or may be interested in their product or service. Referrals are the best way to get to see a new prospect because it gives the sales representative credibility. Prospects are easier to deal with when you have been referred to them by someone they know and trust. Since this is a sales oriented career looking for and establishing new customer accounts is part of the job. Expanding your customer base increases revenue for the company and of course you, the sales representative.
Good sales representatives should be always in tuned to any new products that competitors are offering. They should be aware of the changing needs of their customers. A good way to stay in tuned is to attend trade shows, sales seminars, workshops, or conferences.
Good sales persons must have a pleasant personality, always be well groomed and be persuasive. To be a good sales representative you must be patient, persistent and extremely confident. You must have a good relationship with all their customers and gain their trust. You may not always make an immediate sale but with patience and perseverance you will make that future sale.
Finally to repeat, providing good service to your customers is the key. Remember always return your customers calls immediately. I do hope this sheds some insight on how to be a good sales representative. Good luck and may your commissions continue to grow.
