There’s a saying among sales people -- don’t work hard, work smart. There are countless salespeople who work longer hours and exert greater effort than their peers, but who still end up selling less than the well-organized sales person.
This applies to the physical world as well as selling online. The smart salesperson always has a plan and sticks to it, whereas less successful sales people always seem to play it by ear.
A bad or mediocre sales person blames fate, company management or the weather for his or her lack of sales. He may not recognize that it is his own inadequacies which are the reason that big sales are few and far between.
A good sales person can close a big sale, be happy about it, and even celebrate. A great sales person will put the details of that big sale into his or her data bank, eyeing a repeat sale to that buyer somewhere down the road.
The sale can be a big ticket item like a house or a car, or smaller consumer products or services like a big screen TV, dress watch, or a vacation to Hawaii.
Selling online may deprive the sales person of the opportunity for a face-to-face meeting, but this does not prevent him or her from keeping a database of good clients, whom he or she can then stay in touch with over the years via birthday greetings, congratulatory messages, and offers of the latest bargains.
An organized tracking system is but one of the ways that anyone selling online can count on for future business.
Comments