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Some successful sales veterans have told us their customers actually look forward to a visit or a call from them. Why? Their customers say they're fun to be around. Their visits are a bright and warm departure from an otherwise routine and mundane day. Sound familiar? If not, maybe you need to lighten up a little.
Our profession can and should be fun. Dean, a computer hardware representative with 20 years of experience, told us that he views his client visits as mostly business interspersed with fun. Dean uses his unique wit to humor his customers. They look forward to his visits with anticipation and appreciate his stories.
Sometimes, Dean will disguise his voice in a different manner each time he calls. He does this, of course, after familiarizing himself with a customer. Dean has established quite a following and has become quite well known among his customers, their staffs, fellow salespeople, partners, and even his competition. As a result, his brand of humor has aided him in establishing a special relationship with all those he deals with. He is a bright spot in their day and as a result, accomplishes things that no one else can. If you asked his customers, "What can you tell me about Dean?" they would recall Dean as someone who brought a smile to their faces on an otherwise stressful day. If he hadn't used humor, Dean would just be "another salesman who wants to sell us something." He did something which made him stand out. Remember that a key premise in successful selling is that people buy from people they like.
If you'd like to stand out by using your sense of humor, here are a few tips:
Jim Kasper is the Founder and President of Interactive Resource Group. Mr. Kasper has over 26 years of practical experience in direct sales, sales management, sales training, and marketing. Contact him at www.salestrainers.com or call 800-891-7355
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