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First appearances are key to getting your foot in the door with a smile and great attitude. But when a prospect is happy with their supplier, Paul tells them he’s happy to hear that as that’s how he wants his customers to feel about him. He never talks bad about the competition and asks if there is anything they may be looking for that he could help with which usually opens up the dialog with possibly a delivery time issue, etc.
Paul follows up in about a week with fliers or a sample to spark interest and explains the benefits and how they could make money with it. He also believes it is important to eat in their establishments to show your support and continue building relationships whether a prospect or a customer. He gets their email so he can send them info that will help build their business, not to bombard them. He does alert customers of bad reviews on social media and helps solve the problem.
Paul feels very supported by his company because all the departments have the attitude of, “We’re all in this together” and he can call or send an email and get an answer in an hour or two.
Tips for Greenhorns
- It does get easier, it’s a learning process.
- Have a good attitude.
- Be honest and consistent.
- Be on time or early, don’t make them wait.
Tips for Veterans
- Always have a smile on your face to keep you motivated and keep customers happy.
- Keep paying attention and asking to see if there’s something new you can offer them.
- Change up your routine by showing up at a different time and maybe the customer will have a different attitude at that time of day.
- Don’t celebrate closing a sale, celebrate opening a new relationship!
Be a Resource and Sell Something!
