Electric Heating Co., Inc

Mistake Conciousness (2)

Dalton Electric continues its look at the most common sales mistakes and the business strategies that make Dalton successful. . .

4. Depending too much or too little on relationships. Relationship selling isn’t enough anymore. If a company can’t prove ROI, being friendly with buyers won’t close future sales. On the other hand, it’s always a good idea to build relationships with those who can influence buying decisions, as well as the main decision makers themselves. You do this through repeated display of depedability, business consciousness and attention to the needs of your customer ... become the Go-To person.

5. Not having a plan to win. To succeed, both sales and marketing pros need an objective, something to aim for. This requires planning — not just talk. Take the time to document your goals and refer to them frequently.

6. Not understanding customers’ businesses. Successful salespeople have two things in common: They research customers’ businesses, and they are passionate about solving customers’ problems.

7. Failing to develop the skills and traits required to win. The skills required for sales success today are different from what they were even a few years ago. Salespeople have to be better researchers, problem solvers and leaders than their competitors. Winning a sale today requires knowledge, planning and precise execution from beginning to end. Successful salespeople offer greater and more meaningful service to their customers than the competition, and they know their competitors’ next moves — so they can beat them to the punch.

Friday Funnies

A professional juggler, driving to his next performance, is stopped by the police.

"What are you doing with these matches and lighter fluid in your car?" asks the police officer.

"I'm a juggler and I juggle flaming torches in my act."

"Oh yeah? Let's see you do it," says the officer.

So the juggler gets out and starts juggling the blazing torches masterfully.

A couple driving by slows down to watch. "Wow," says the driver to his wife. "I'm glad I quit drinking. Look at the test they're giving now!"

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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