I’ve realised recently that there’s no need to spend lots of money on sales training and here’s why.
By inviting people in for meetings from other companies, you can see how they behave and then pinpoint the positives and negatives. Our Shout team have picked up lots of hot tips and I’d like to share them with you. Even if you think you know it all there’s nothing wrong with a gentle reminder but if you really are the number one sales person in your company then take a look at the bottom of this blog for some great ideas for printed promotional merchandise – to leave a lasting reminder at your meetings. Don’t forget to pass this on to your less experienced sales colleagues too!
Walking in to the building - First impressions begin when you walk into the building and approach the reception or the security desk. It’s important that you appear confident and professional at all times and remember that you are representing your company.
Turn off your mobile – How annoying is it when someone’s mobile goes off in a meeting? Your client must have your undivided attention and your full focus – so please – do me a favour – turn your mobile off!
A little chat goes a long way – We’ve all heard the expression “People buy people”. Building up a rapport with your client can begin as soon as they approach you to take you to the meeting room – don’t wait for them to instigate chit chat. You could ask them how long they have been working for the company, comment on the lovely building, how many employees work there. This breaks the ice and makes both people feel more relaxed.
Listening - Ok so I’ve just told you to have a chat with your client and now I’m contradicting myself by saying listening is the most vital skill any sales person could have – but how many people do we know who lack this simple skill? How can you sell anything to anyone without understanding and listening to what it is that they actually need? So many sales people talk far too much but the secret to a good sales person is to listen to the client and take note of what they are saying. Most of us love to have a chat – but to be honest, what’s the use if the client has switched off with a glazed look and started thinking about the Starbucks sandwich they’re going to grab for lunch.
Don’t sound desperate - It’s important not to go in for the hard sell in a sales meeting and refusing to leave until the client has placed an order. You should go in with the attitude that it’s an informal discussion that will help build up a relationship - otherwise, believe me – you’ll sound desperate!
Take your client out for a coffee – It’s amazing just how much information you can extract from your clients by just saying that you’re in the area and asking them if they could go for a coffee for 20mins. With you both being relaxed and not actually meeting up with the intention of selling, your client will be much more open, perhaps dropping in a few useful contact names without realising it. Or better still take a coffee in to your client – they’ll love it – especially when they are least expecting one.
A lasting impression - You want to stand out after you have left your client so why not leave a small gift before you go – just a simple token and a reminder of your company . Here are a few printed merchandise ideas I am sure your clients will love:
USBs with your catalogue/ company information on
Why not put your sales presentation or company information on to a USB and leave it with your client. We can download your information for you. There are lots of different models of USBs so ask us and we’ll recommend the best one.
Credit Card Usb – so easy for your client to fit into their wallets
Twister Usb – with the lid attached – it’s impossible to lose.
How about some branded conference folders and pens?
a smart gift to leave with your client or for your own sales team to use – this is the perfect platform to promote your brand in meetings and appearing professional at the same time.
Curvy ballpen – with so many colours to choose from and at amazingly affordable price – everyone should have these pens. In fact, this is one of the most popular pens amongst our own clients.
Your sales team could use these beautiful coloured notebooks. They are inexpensive but look extremely smart. Leave them with your clients too.
These Cross pens are a truly special gift for your loyal clients. How about engraving your clients name on them for a memorable gift and one which they will always use. We have lots of special offers on these and there are different styles including a very smart pen and pencil set.
A branded t-shirt or sweatshirt with your logo on makes an instant impression and your company will be far more memorable. We recently attended an Eco event wearing our very own Shout branded organic cotton t-shirts. It was amazing the number of people who came over to us with enquiries as they were instantly aware of what we supplied.
If you have some fun artwork – how about printing a full colour wrap on a mug? This is one promotional gift your client will use time and again.
These funky calculators can be printed with your logo on. A great gift to leave with your client – especially if you’re looking for the ideal desk item.
To find more merchandise ideas browse the catalogue on our website www.shoutpm.co.uk or our new ideas page www.shoutpm.co.uk/newideas
Or call us in the office on 0203 303 0673