Welcome to part 3 of the 4-part series looking at why it is important to start selling through the mind of our customers. The feedback has been fantastic so far and a huge thank you to everyone who has messaged me.
So now it is time we start to make a change within ourselves and within our companies we must become more open minded in how we conduct our business we are the age of the internet where anything and everything can be bought and sold online with little to no human interaction. So, when you do speak or see a prospective customer it should mean a lot more because its easier to go online than it is to talk to someone so let’s use this opportunity to understand how we should start to sell when given these rare opportunities.
A massive thank you to all the companies and the people within it who have taken part in this research.
1st Interview with Lee Carpenter Managing Director – Counters FS
Sell2Excell asked Lee – What does a sales person need to do to grab your attention on a cold call/visit?
Lee Carpenter – For me a sales person needs to be engaging and friendly. If I feel like I can have a general conversation with them the call will be longer but much more fruitful for them. If it feels like a hard sales call and clearly coming off a crib sheet with no possibility for deviation, you’re going to lose my interest quite quickly.
Sell2Excell asked Lee – What frustrates you when someone is trying to sell you a product or a service?
Lee Carpenter – I don’t like feeling as though I am being pushed or rushed in to a decision to buy a product or service. Give me the option to call back the next day after I have had time to sit down and consider all aspects and you’re much more likely to get a sale at that point than by forcing me to go through with it at the time. I will tell someone if I am not interested, I’d rather not waste both of our time.
Sell2Excell asked Lee – If you could pick 3 things you expect from a person selling to you what would they be?
Lee Carpenter – 1. Polite – manners don’t cost a thing and a nice introduction goes a long way
2. Happy – if you’re not excited about what you’re trying to sell me then why should I be?
3. Patient – give me a chance to understand what and why you are calling / visiting me if I haven’t arranged it. I’m going to have lots of questions and will likely not be able to make a decision straightaway; I will need to go away and think about it even if I have taken up a lot of your time.
Counters is a progressive accountancy firm offering a full range of accounting services including bookkeeping, general and statutory accounts, taxation, VAT and management accounts. Through many years of experience dealing with clients throughout various industries, ranging from international banks to local businesses we are able to offer a personalised and bespoke service to each and every one of our clients.
2nd Interview is With Paul Sherratt – Founder/CEO – Glove Glu
Sell2Excell Asked Paul – What does a sales person need to do to grab your attention on a cold call/visit?
Paul Sherratt – Firstly he/she needs to be smart and approachable.
Eye contact is critical, as is a “gentle” start i.e. “chit chat” and relaxing into the call rather than going straight into the sell.
(This is a common mistake of young sales people who are more concerned about the close rather than building some sort of relationship first.
Sell2Excell Asked Paul – What frustrates you when someone is trying to sell you a product or a service?
Paul Sherratt – Not listening.
Look for what the customer wants. Tailor your package to suit and provide the solution.
Sell2Excell Asked Paul – If you could pick 3 things you expect from a person selling to you what would they be
Paul Sherratt – Professionalism -Likability -Trustworthy
Website – https://gloveglu.com/
At gloveglu, our goal is clear – to make the most innovative care products around to keep you and your kit running at their maximum and making them look like new when you’re done! So, what’s the story? It all started with a lightbulb moment. Glove manufacturers spend endless hours striving to make their latex as tacky as possible, but are forced to compromise with the longevity of the palm. So, what if we develop a spray that can be sprayed on any glove at any price point and to increase the grip as well as condition the gloves, we asked ourselves. In 2012 gloveglu was born – to make your gloves last longer and to improve the grip. Fast-forward to today and gloveglu has become a global brand.