What do salespeople fo that's BEST? Ask them
Last fall, I created a giveaway on my Facebook fan page. I offered a prize of several autographed books for the person
who submitted the best sales tip.
I received more than 260 responses, and thought it might be a good idea to share a few of them with you. They tell you a lot about what your brothers and sisters in the sales profession are thinking. I hope they inspire you to think and take some new (better) actions:
• If YOU don’t care, neither will your client.
• I find that being curious and genuinely interested in people has helped me grow my business and develop stronger relationships. It has also helped me to expand my professional networks.
• Sales is not about selling. It is about relationships.
• Make The Call!
• Always tell the truth.
• Alter the way you interact with each and every person, but never change who you are!
• My second-favorite four-letter word is SOLD. My favorite is PAID.
• Make doing business with you EASY. No Nonsense. No Rules.
• Just do what you say you are going to do.
• Don’t sell anything you wouldn’t buy yourself.
• Do It Now. Not tomorrow, not later, not after your coffee, not after you check e-mail. Do It Now. Be known for your super-fast response.
• My best sales tip is “protect the base.” After I’ve met a prospective or current existing client, I’ve been writing a handwritten note expressing my gratitude indicating that I realize they have a choice in buying supplies, but I thank them for choosing my company. Call me old-fashioned, but it separates me from the rest...
• My motto: “No problem! No matter what!” People do not want to know why something cannot be done, they just want it fixed—without any excuses—period. The better, faster, and with understanding of their point of view, the stronger your relationships with your customers will be.
• SMILE and mean it!!!!!!!
• When you work hard consistently, the numbers will take care of themselves.
• Be prepared. Know your client and their competition.
• Never get complacent. Challenge yourself to be better. I asked my top salesperson after a really successful week whether she was happy with the results. She said “no.” That is why she is my top salesperson.
• My best sales tip is to approach sales the way you desire to be approached.
• Loose lips sink ships. I’ve seen more salespeople talk themselves OUT of a sale then into one.
• I work in the hotel industry and my competition is all around me. What sets me apart from people is that I love my job!
• Speak THEIR language and you will go far.
• I say to each client, “I am here to give you as much information as you need in order for you to make a completely informed decision.”
• Confidence speaks louder than words.
• Sales is a simple concept: help people the way you would want to be helped.
• I don’t bring any of my tools, bags, computers, etc to the door when talking to my customers. This forces me to build a rapport, and ask questions, with the customer, and takes away the “crutch” that I have in my bag. It’s proving to be an excellent way to gain sales, because it allows me to build the trust that is needed before I get into the details of the sale.
• Do your homework to earn the right to have a conversation.
• It’s difficult to take back a first impression!
• Create a following by never following.
• Print out your client list/call list, then turn your computer off and pick up the phone. No e-mail you send is going to be as good as the call I am going to make.
These are regular “hit the phone and the pavement” salespeople who are out in their markets or their communities, making it happen. I applaud them.
The winner? Bill Atkins. He owns Red Bank Limo in New Jersey. His tip was: Each day, pick two customers at random. It doesn’t have to be your biggest or newest customer. Tell them you don’t have any agenda for the call, but just called to see how they are doing. No sales pitches allowed. Focus on the long-term relationship you are building, not the sale.
Good advice from everyone—FOR everyone. 
Return to Ingram's May 2010
Jeffrey Gitomer is author of The Little Red Book of Selling and The Little Red Book of Sales Answers.
P | 704.333.1112
E | salesman@gitomer.com