Sales Tip of the Day: NEW KID IN TOWN
Have you ever started at a new sales position, gone out to meet with prospects and hear a lot about what the rep before you did that was wrong?
Or, in some cases, have you been challenged by prospects suggesting you are just one more in a long line of ever-changing salespeople in the same position at the same company?
When faced with that situation, here’s what you need to do:
Admit you don’t know what previous salespeople did or did not do.
Point out that if your company didn’t think a change was needed, you wouldn’t be there now.
Reassure them that, no matter what has happened in the past, there is a new kid in town and you will take care of them.
Will this win them over immediately? Probably not. But if you continue to contact them, follow up as promised, and become a valuable resource to your prospect, they will eventually give you a shot at earning their business.
When they do, make sure you deliver on every promise and give them every reason to become your loyal customer.
Or, in some cases, have you been challenged by prospects suggesting you are just one more in a long line of ever-changing salespeople in the same position at the same company?
When faced with that situation, here’s what you need to do:
Admit you don’t know what previous salespeople did or did not do.
Point out that if your company didn’t think a change was needed, you wouldn’t be there now.
Reassure them that, no matter what has happened in the past, there is a new kid in town and you will take care of them.
Will this win them over immediately? Probably not. But if you continue to contact them, follow up as promised, and become a valuable resource to your prospect, they will eventually give you a shot at earning their business.
When they do, make sure you deliver on every promise and give them every reason to become your loyal customer.
