Hello Hello Hello!!!!
The old song says it correctly R-E-S-P-E-C-T show it what it means to me...in salesmanship is true as well. Clients deserve our respect, our customer service, our honesty, and our expertise. Respect also means knowing when your products will not serve your customer. When your service or product will not meet your customers' needs. As sales personnel we have to know our products' capabilities are and what their best uses include. Respecting our products means that we know exactly what they can do and what they can't do. Pro's simply don't imply or say that their products can do more than they can do. In cosmetics, this may mean we have to learn about the type of skin a client has and know which formulas work best for them. In widgets, this may mean that we have to know when our widget is appropriate and when a client needs a larger, or smaller version of what we sell, or that our widgets won't do what the client needs it to do.
Respect also mean knowing when our own personal boundaries have to be held. Purchasing a product or service from you does not mean a client owns or may misuse you. While a Pro always returns phone calls, answers concerns, and checks back consistently after sales to make sure the clients needs were met, a Pro doesn't allow a customer to mistreat or use you either. Just as there are difficult sales personnel, there will be difficult customers, and on the rare occassion there may be a client you would do well to invite kindly to use another company or service because of their seemingly extreme dissatisfaction with your service or company. You see some people simply enjoy pushing the limits of customer service, policies, and relationships, and the Pro simply doesn't need any one customer so badly that its worth giving up self-respect to keep them.
Professional sales personnel learn the skills of communication, the power of client/ product knowledge and respect, the boundaries of good work practices, and the success of soft-sells skills utilized consistently. David Cooper products have been employing those four basics: communication, product knowledge, scripts, and soft-sell skills for over thirty years and the word that describes my methods at work: .....Proven.....begin today to employ the skills that for so many have made such a difference in their sales outcomes. I know you can learn the skills that make your sales goals happen too!
Courage!!!!
David
