We’re nearly two decades into the 21st Century, yet many sales professionals are still using antiquated sales methods. In today’s brief Q&A, BCI Acrylic, Inc. National Sales Manager Mark Zokle shares a bit of insight on how to step your game into today’s marketplace.
Q: I can’t seem to make a sale no matter how many times I say “yes” to customer requests. What gives?
Mark Zokle: The “Never Say No” attitude should have died along with acid washed jeans. Your customers don’t really expect you to bend to their every whim. What they need is someone who can show them how your product or service best serves their purpose. Remain true to your company and your customer and quit making promises that you can’t keep.
Q: It’s been said that customers respond to a salesperson who makes an effort to connect personally. Is that true?
Mark Zokle: Yes, but you must be careful about how personal you get right off the bat. It’s one thing to casually mention the Chicago Cubs pennant on your client’s wall and share your love of baseball, but asking about their 3rd grader’s piano recital on your first meeting is a little stalker-ish, even if they posted it on Facebook or other social media.
Q: What kind of personality is best in a sales job?
Mark Zokle: There is no “one size fits all” type of person in any position. I have known salesmen and women who could skate by on charm alone and have seen successful introverts who barely make contact beyond emails and the occasional meeting. The most important thing is to be good at what you do, know your product, and learn when to push forward, and when you’ve outlived your novelty.
Q: When is it appropriate to ask my prospect out to lunch?
Mark Zokle: There is never really a bad time to suggest an out-of-the-office meeting, but let it be known that it what it is. Don’t try to disguise your intentions by saying you just want to “catch up.”