Sleazy Used Car Salesman vs. Sales Consultants
Posted by Barbra Bannon on Thu, Apr 08, 2010 @ 01:00 PM
Sleazy Car Salesman vs. Problem Solver/Consultant
The secret of being a successful salesperson is changing your perspective of the traditional salesman (left picture) into the problem solver/consultant ideal. Don't be in the business of selling clients products or services that aren't a good fit or that will not help them grow their business.
A true Sales Consultant possesses the following qualities:
- A true desire to help others
- A belief that the product they are selling can help the market they are selling to
- Genuine friendly personality
- Natural problem solving skills
- Ability to listen and ask the right questions to understand the client challenge
- Frame the challenge (what are the variables?)
- Create unique solutions to the challenge using overall knowledge of advertising/marketing and Cranky Creative's products and services
- Ability to gauge the level of interest (cold, warm, hot) so that you can spend more energy on the clients that really desire and need our help
- Detail-oriented, organized personality to track leads and customers within the computer system
- Exude confidence to instill the client with the understanding that you are capable of solving their problem
- Have a clear knowledge of the products and services so you can craft appropriate solutions to their challenges
- Know where to get answers when you do not know the answers (leverage other team members and vendors for suggestions/solutions)