Last updateTue, 14 Jan 2020 10pm

Brad Huisken

Building relationships

What’s important to you? What are your interests? What do you care about? How well informed are you about your own interests? Are you an individual whose conversation tends to be limited to a narrow range of topics? Are you intensely passionate in the pursuit of information about those interests? Do you tend to restrict your actions to align with those specialized interests? Can you apply your in-depth knowledge base to a wider context? Most importantly, how does any of this matter in the profession of sales?

Gearing up

As summer is drawing to a close, and autumn is giving hints of drifting upon us, most of us are beginning to contemplate wrapping up 2016 in a profit-positive situation. Doom sayers have indicated that the 2016 market is either lackluster or soft. Other reports are considerably more optimistic and looking forward to a solid completion for the year. 

Creating your success

In recent articles, we’ve discussed setting goals, handling high quality merchandise, developing the personal qualities of honesty, trustworthiness, integrity and increasing the skills essential for conversing with customers. Combining all of these talents on a deeply personal level provide the opening for YOU to CREATE your own SUCCESS! 

It’s already hot - let’s make it sizzle!

We’re right in the peak of the summer season. It’s hot enough to make a romance novel seem tame! The tendency this time of year is to just plop down (anywhere) and cool off, with or without a refreshing beverage.

While that is a wonderful fantasy, it is not particularly helpful for the bottom line in the sales world. So, what are your doing to keep your energy crackling and your enthusiasm wilder than a greased pig race at the state fair?

You’ve got the talent - Can you use it?

If you’ve got a trustworthy character and have worked on yourself to develop and enhance those traits, half of the “battle” to become an ace salesperson is already won! 

I’m going out on a limb, and guessing that if you are a highly introverted person, your interest level in becoming an outstanding salesperson may not be at its pinnacle! It’s not that it’s not possible; it definitely is. It may be more intricate, because your natural “gift of gab” may seem distant or artificial. 

For some people, the tendency or desire to initiate conversations with unknown persons is a given. If there is another person in the proximity, there are conversations to be made - period. For more introverted sorts, the tendency may be a bit more inward. “Gee, there’s a person. I wonder what they think of this humidity we are having. Nah, they are probably concerned with what’s on their grocery list for tonight’s dinner. I wonder what they would think if I made some general comment. They’d probably wonder about my sanity or wish that I’d mind my own business.”

You’ve got the goods - Do you have the talent?

You’ve checked out the merchandise you plan to sell. You’ve selected the best values for both cost and quality that you are certain will generate rampant excitement in your customers. This stuff is practically guaranteed to jump from the display into the customer’s hearts and lives!  It just doesn’t get any better, does it?

Repeating your success – creating business health

Celebrating the products you’ve chosen, honoring the salespeople you’ve hired, basking in the glories of your reputation create the wheels of business health and success. Mastering all of these techniques and carefully nurturing all of the components advances the most important part of business - repeat business!

Once you’ve launched the product line and found the quality staff to successfully sell all the benefits and features to your customers and you’ve begun to build your reputation as a quality organization with integrity and customer service as core values, the next step is to repeat it all! Repeat it and repeat it and repeat it!