If you read our newsletter on a regular basis, you know that we try to focus on the positive as much as possible. Today is no different but we are going to take a different approach. While it is always important to focus on the things we should be doing, it is equally as important to remember those things that we shouldn’t be doing. Below are a few things that we should all remember.

• An “I’ll take it” is not the end: Just because a customer decides to buy the product you are selling does not mean your job is over. It is still up to you to finish the sale. Some of those responsibilities include: completing the paperwork, making delivery arrangements when appropriate, handling all questions and assuring the customer knows how to contact you.

• Don’t assume a closed sale is closed: Just because a customer agrees to make a purchase, doesn’t mean they can’t change their mind. Make sure you continue to provide the same level of customer service that led to the sale in the first place.

• Handle all objections: There is no such thing as a small or meaningless objection. If a customer brings something up, then it is obviously important to them. The worst thing you can do as a salesperson is dismiss the objection of a customer.

• Answer every question: As with objections, it is vital that a salesperson answers every question that a customer may ask. We all want to get to that next customer and make the next sale, but it’s important that you finish with the customer you are currently with.

• Don’t bite off more than you can chew: The customer standing in front of you took the time to come in and see you. Give them your undivided attention; don’t take a personal phone call, don’t look at the time and don’t rush them. It may take a few more minutes but the customer standing in front of you is the priority.

It all really boils down to one thing: give every customer your best effort. If you do that consistently, then everything else will take care of itself.

FINAO - Brad Huisken