Why Should We Sell Through The Mind Of Our Customers part 2?
Welcome to part 2 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, what does it mean selling through the mind of our customers? Well to put it simply without customers we have no business no wages no employees no purpose. All of your products and services have an end user in mind but what if they don’t like the way your sales team conduct business well they go to a competitor but by changing your mind set and listen to what your customers say will give you greater opportunities to drive and grow.
A massive thank you to all the companies and the people within it who have taken part in this research.
1st Interview with Operations & Logistic Director – Victory Lighting – Jordan Penman
Sell2Excell asked Jordan – What does a sales person need to do to grab your attention on a cold call/visit?
Jordan Penman – A personal approach, look at it from my point of view, not be looking for an order of the back of one meeting or call. There needs to be understanding if the potential customer is open to the idea. If not currently keep in contact in case the situation changes.
Sell2Excell asked Jordan – What frustrates you when someone is trying to sell you a product or a service?
Jordan Penman – Hard sell, trying to get a order straight away and expecting me to bin of suppliers in 2 minutes of the back of a quote price even if I have worked with them for 5 years. Also listen when I say or email, I am not interested. IT wastes yours and my time.
Sell2Excell asked Jordan – If you could pick 3 things you expect from a person selling to you what would they be?
Jordan Penman – Build a relationship, understand my points, don’t ram their company’s ethos down my neck
Website – www.victorylighting.co.uk
Victory Lighting Ltd is a manufacturer and supplier of lamps and fittings for lighting, heating and industrial processing. The company’s range literally covers the full spectrum, from UV for curing and hygiene, through LED light bulbs, to infrared sources for comfort heating and industrial processing. Victory has a great deal of experience and industry knowledge to offer its customers. With distributors throughout the world and warehouse centres in the UK, USA, Poland, Australia and China, Victory has the capability to get products to where they are quickly and effectively.
2nd Interview is With Louis Gunnell – Owner – Goliath Social
Sell2Excell Asked Louis – What does a sales person need to do to grab your attention on a cold call/visit?
Louis Gunnell – A salesperson needs energy. I feel I can judge character very well as a business owner, navigating tricky relationships is a regular occurrence as you meet so many people, so I am well versed in picking up red flags so to speak.
Someone who shows they are passionate about the product or service that they are selling.
It is however frustrating when that passion turns into arrogance. The ability for a salesperson to qualify based on the attention someone gives in the first few moments should be enough to understand whether it is a pursuable sale or someone who is listening politely. It’s common for salespeople to get to comfortable and become arrogant as they spit their sales pitch to an individual not interested. So, it grabs my attention if the service or product is right and if that salesperson has physical energy in showing it off. Like an excitable feeling as they begin to pitch.
Sell2Excell Asked Louis – What frustrates you when someone is trying to sell you a product or a service?
Louis Gunnell – As mentioned above. It is frustrating when someone doesn’t understand the word no. As a salesperson myself I understand that no doesn’t mean no. It means not right now, i don’t understand yet etc. But it is very clear in some cases when someone turns away and really does mean no. My frustration comes with arrogant persistence.
Sell2Excell Asked Louis – If you could pick 3 things you expect from a person selling to you what would they be
Louis Gunnell – Persistence – Energy for what they are selling -To be on time for calls or meetings.
@GoliathSocial – Instagram
Goliath Social – Youtube
Goliath Social is a social media marketing agency. We cater towards SME’s, becoming their fully outsourced marketing arm that works directly with directors and in-house sales teams to develop scalable marketing strategies to help people grow their business and get customers.