I have became a sales agent for a brokerage company but I am new to sales. I have been working for the Army Reserves as a civilian logistical management specialist since 2008. I like doing things that are measurable but have never had to approach a company as a seller just as a buyer. Any advice on how to sale brokerage services would be very appreciative.
Answers
Hi Kevin; My firm has used a sales coach, Dave Brock. Firms like mine pay for his time, but Dave produces a lot of material for free as well. Here is the link to his blog: partnersinexcellenceblog.com Dave focuses on a disciplined, repeatable sales process and teaches you how to use your time well. Regards -- Jane
Hi Kevin,
I'm a fellow Veteran. Two Antarctic Expeditions back in '61 & '62. I ran a fuel oil distribution business for 35 years. Never been an actual broker...but I have done some selling.
There are some basics, and more details we can address later...(I'm on my way to a SCORE National Training Conference in New Orleans.
First: If you have a target market...learn as much as possible about the market, the competition, and the clients...so that you can identify with them, already knowing what they need, and where your niche is...to crack in on the competition.
Practice your general "Pitch" to yourself until you know it front and backwards...so that no matter what someone interjects...you won't come off point...remember...the client has your money in his pocket and you want it. Never too hard, soft but persistent sales, showing the client how you can perform faster,better, more conveniently, cheaper if possible...if not why quality is worth the higher price, stand behind your pitch, and be sure to service the client as though he/she was your only client. Be there when you say you will, and return calls ASAP. They can quickly call someone else. Practice your own confidence building so that you are very comfortable, nerves show through. Sell the sizzle, not the steak. Be careful not to promise anything that you can't provide...that can really go against you.
I like an inexpensive book on Amazon, "The New Magnet Marketing" by John R. Grahm, who I've known personally over the years and used his concepts in my own business. I think it's still only $9.95.
When you want to get deeper into selling...I have a fellow SCORE on-line mentor who has many words of advice...I'll connect you with him and give you some of his concepts. Allan Zell, in Oregon. you can try entering his name at www.score.org but later I'll connect you.
How's that for openers?
Regards,
Cliff Sullivan, Certified SCORE Business Mentor on-line and in person
www.scorepinellas.org
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