The Salesperson’s Bill of Rights – Part II
Last month as a way to celebrate our 240th Independence Day in the United States, we created and shared The The response was overwhelming! Here’s a link to read last month’s post in case you missed it. Please enjoy the second set of rights for sales people.
You have the right to ask about deadlines.
Asking about your customer’s timeframe is useful in many ways. This helps you anticipate delivery options early in the process. It helps you forecast. The sooner the customer wants to move forward the more likely it is they will. Usually, the sooner the customer wants to move the more amenable they are to embrace change. This allows you the opportunity to ask what may impede the progress of this business? Most importantly however, knowing the customer’s time frame may provide a way for you to establish a sense of urgency in your customer’s mind.
You have the right to ask for referrals.
Not only do you have the right but you have the responsibility to ask for referrals! There is no better way to acquire leads than to ask your current customers for referrals. They may not always have a name for you but when they do it’s usually golden. “Who else might be interested?” is the million dollar question because if you ask this throughout your career in sales you will probably earn at least a million more dollars.
You have the right to contact other people in the company.
While it’s true that people buy from people it’s also true that companies buy from companies. Salespeople often find themselves stuck working with one person in a company who will not buy. Call on other people in the company to minimize the impact of one person’s resistance. As one of our readers said last month; you are not going around someone, you are triangulating.
You have the right to say no.
Another one of our readers from last month believes; not only do you have the right, but you also have the obligation to reject a client when your services are inappropriate for that client or vice versa. Learning how to say no is tough but necessary for a smooth-running business. One of the biggest differences between rookie salespeople and successful experienced ones is that the successful ones know when and how to say no. In my own company, I knew I had made it when I rejected a client for the first time. Sometimes you have to walk away from opportunities that are not best suited for your or your company. The health of the business and company come first for both you and your customers.
You have the right to a good reputation. . . If you’ve earned it.
You are responsible for your personal brand and you have a right to protect it. Everyone has a voice on social media and many take advantage of the anonymity it provides. People tend to say harsh things that may not be entirely true or not true at all. You must be vigilant about what your customers are saying about you on social media. If you see trouble respond to it in a professional manner.
You have the right to brag. . . about how you help customers.
Customers are not necessarily going to make the connection about how you and your company add value. You need to be prepared to state your case and answer the question all customers have. “What’s in it for me?” You need to do this clearly and concisely.
We know the original Bill Of Rights consists of ten Amendments and we have provided eleven. We hope that this will serve as a simple reminder to always give a little extra in everything you do. Your customers will appreciate it. All of us at Sales Concepts trust you will keep your rights as a sales person in mind as you sell. Thank you to those of you who contributed your ideas. As always, we are thrilled to hear from you. Please share with us what you are encountering.
