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Jim McVay , Executive Vice President/ Sales, McVay Media
President/Sales for McVay Media. With multi-talents in the broadcasting industry spanning 14 years, Jim specializes in syndication, marketing, sales, operations and corporate consulting.
Outside of the media world, Jim has worked in the consulting arena for Ernst and Young aiding in the development and implementation of corporate team building courses.
Contact Jim McVay at 440-892-1910 or click to email.
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We can all use a reminder of “Common Sense In Sales”, especially in the current state of the industry.
Hitting goals for the month is good, however, what happens next month after you sold your client Two extra Packages each, to up your goals? The client is out $2000.00, you already spent your dinner gift certificate for being the top seller and the cheap bronze plate with your name on it screwed into the “Sales Person Of The Month Plaque” isn’t so shiny.
No matter what you are selling, use common sense and treat the customer as a person, not a paycheck. You need to walk in realizing you are speaking to another person, who also has a job to perform, and a schedule to keep.
Be respectful, while still being real with the client you are going to see, remember what your purpose is, to fill another persons actual want, or need for your services, while filling your need to getting what you want, which is building a long-term relationship with another person, intern getting a sale and reaching your goals.
The steps below may seem simple, however, they are easily forgotten by even the best sales people, each and everyday. Just look at the trades, we can all afford to use more “Common Sense In Sales.”
Below Are 12 Key Steps for Common Sense In Sales:
- Treat Your Client or Prospect as a Person, Not a Paycheck
- Be A Person, Not a “Package Pusher”
- Be Respectful, While Being Real
- Remember Your Purpose
- Find Out Your Client or Prospects “Wants” and “Needs”
- Determine How Best to Fill Your Clients or Prospect “Want” or “Need”
- Ask for the order
- Thank the Client or Prospect for the order
- Super service The Client
- Follow Up To Make sure their expectations have been met, or exceeded
- If they are not satisfied, find out why and correct it
- Ask for referrals
If you would like to share some of your key steps used in YOUR “Common Sense In Sales”, or are having difficulty selling a client, please email me jim@mcvaymedia.com
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