Sales Jobs - 5 Easy Steps To Gaining Access To Your Customers


by John Bult - UK Careers - Date: 2007-08-04 - Word Count: 397 Share This!

You may be the greatest sales person in the world in front of a customer. However, unless you can get in front of enough customers, you'll never set the world on fire with your sales results. Gaining access to customers can cover a number of situations. It may be a phone call and trying to get put through to the right person, it may be turning up in a business reception on spec and trying to see a buyer, or calling to try and book a face to face appointment.

The skill you need to use to have a high strike rate at these sorts of activities is simple, yet either rarely used or poorly executed.

Professional selling skills 3 (PSSIII) refers to the use of a 'general benefit statement'. This is simply giving a reason for your call which is of benefit to your customer. To do this well, the key is to apply a thought to your reason for calling, and the important bit here is the 'which is of benefit to your customer'. You need to find a reason which will obviously tap the needs of the person you would like to sell to. A second important point here, is that the more specific your reason, the greater chance you have of by passing a gatekeeper such as a receptionist.

So for example, your customer is a sales manager and you are selling a customer relationship management package (CRM). A simple approach of " I'm selling CRM software, could I see the sales manager please" is a bit of numbers game, and one can see why. However, " I have some software that will ensure you sell more" becomes more difficult for the sales manager to ignore. This may seem very simple, but do this well and you will see your success rate in accessing customers, and ultimately your sales soar.

Learn the following steps

Consider your customer. What does his job involve are his primary motives, or the objectives in his role.
Consider your product, what are the benefits of your product.
Work out a pathway from your product to their motives and objectives, for example, how can your product help them save money, sell more, save time etc.
Construct a introduction which presents the pathway from you call to the achievement of their objectives and deliver this to your gatekeeper.
Do this for every call you attempt!
Watch your sales go up

Good luck

Related Tags: jobs, careers, recruitment, sales jobs, sales recruitment, jobs in sales

This article is written by John Bult of Jobs in sales

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