Sales is not an easy career, says veteran sales trainer Mark Zokle. Salespeople are often torn between their customer and the company they represent. Here, Zokle answers a few common questions about how to be the salesman your customer needs while being the employee your job expects.
Q: How can I set myself and my company apart from the competition?
Mark Zokle: There is a common misbelief that clients place the most weight on price. That simply isn’t true, at least in my experience. Your customers already expect quality so that isn’t necessarily a determining factor either. What I have found is that customers tend to trust the reps who are competent and who truly believe in their product.