PestWest EDGEucational Brief – 05.2014

PestWest EDGEucational Brief - 05.2014

PestWest EDGEucational Brief

By Scott Baldwin & Gary Williamson

“Selling The Dos & Don’ts!”

The sales process is to establish your purpose, determine the decisionmaker’s need, you provide a superior, value-added solution, you overcome the decision-maker’s objections (how many ‘nos’ before a ‘yes’), and you obtain the decision-maker’s commitment.

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  • Do listen; you have two ears and one mouth for a reason.
  • Do know your product better than everyone else.
  • Do know to whom you are speaking; ask appropriate questions.
  • Do ask the decision-maker what he or she likes about current services or products (they will often say what they don’t like).
  • Do ask the decision-maker what might be changed or improved pursuant to the current product or process.
  • Do ask the decision-maker what services have been provided in the past before suggesting your solution (a “correct service” may have been provided by a poor competitor “incorrectly,” making you look bad if you suggest the same service without explanation).
  • Do remember, you are the professional, therefore make observations and recommendations based upon your inspection of the facility.
  • Do ask for the business!
  • Do ask for a referral (even if you do not get the sale this time).
  • Do say thank you!
  • Don’t overlook speaking with the decisionmaker (do not waste time; it is money).
  • Don’t criticize what the decision-maker is currently doing (it could be their plan).
  • Don’t argue with the decision-maker!
  • Don’t put down your competition; focus upon the features and benefits of your company’s products.
  • Don’t rush to influenced conclusions (support recommendations with your expertise).
  • Don’t forget to follow-up (be sure the customer is happy; additional business opportunities may be obtained).
  • Don’t ignore the customer after the sale!
  • Don’t promise something you cannot deliver.

“ Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.”Roy Bartell

To download “PestWest EDGEucational Brief” in print ready format, please click HERE or on the image below.

PestWest EDGEucational Brief


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