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Tuesday, July 26, 2011

Tips for Winning at Sales

Written by  Duane Bailey

As I reflect back on my experience in large commercial Information Technology (IT) sales, the one constant that keeps coming to mind is the presence of formidable competition on virtually every deal.

Since my price was rarely, if ever, the lowest, I learned to work harder and smarter than my competition to win deals. I learned to sell beyond price.

Here are 5 helpful tips for winning at sales:
1. Get to know your customer.
 Understand why your customer is buying and how you can help him or her to be successful. Position yourself as a consultant. Strive to become their trusted advisor.

2. Focus on your positive attributes.
 If you are a small company competing against a larger one, emphasize the higher level of personal service your customers will receive. Conversely, if you are a large company competing against a smaller one, focus on the resources that are available to support your customer.

3. Get in front of your decision makers.
 Show your decision maker(s) through personalized service and tactful persistence you are interested in earning their business. Find reasons to engage them in conversation often – over the phone or in person.

4. Introduce your team early.
 Help your customer feel comfortable with the people who will be working with him or her after the sale. Introduce your team members early in the sales process and showcase their expertise.

5. Provide a list of satisfied customers.
 Have a list of enthusiastic customers who are willing to share their positive experience with you and your company. Be sure they can speak to the tangible results they’ve realized by implementing the product or service you are selling.

For more tips on how to win at sales, please see:
• B2B Sales Tip: Friend Your Customer
• Are Your Salespeople Unforgettable?
• Trusted Advisor or Vendor: How to Tell the Difference

Duane Bailey

Duane Bailey

Duane Bailey is a regular contributor to The Chief Storyteller® online conversation. He has helped organizations of all sizes drive growth in revenues and market share through the development and delivery of key business messages that resonate with target audiences. He holds an MBA in International Business and a BS in Marketing. He brings 28 years of experience in marketing communications and high technology sales.

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