Right since our childhood, we have always wanted to be like someone else, just to fit well in the crowd. But as a sales representative in the professional field, differentiation is what you need to achieve. This differentiation in sales techniques can be regarding three things: You as an individual, your product, your company. Most of the salesmen are apt at differentiating the product and the company, but fail to recognize the importance of differentiating themselves. You meet the customer’s eye first, not the product or the company.
Given below are 7 ways of sales techniques by which you can differentiate yourself:
1. Appearance: The first impression, it is said, is the last impression. If the potential customer sees you in an un-groomed state, chances are bleak that he/she may even stop to talk to you. For personal grooming, ironed clothes, polished shoes, a neat tie and combed hair is a must.
2. E-mail signature: The signature of your e-mail, besides having your name, must have a catchy phrase, which lists your expertise, your contact number, and your website. Besides, intimating people periodically about new developments on your company’s or product’s front by means of a P.S. is a must. So emails give you an option to brand yourself.
3. Get people to return your call: It is a big challenge for salespersons to get someone to return their call. Being different does the trick in such cases. A client, Mike, shared a particular instance with me. Purchase a coffee mug and write on it – “Let’s discuss business plans over a cup of coffee.” Include a business card in the mug mentioning the time when you will be free to receive his or her call.
4. Use business cards: All business cards are printed just on the front. Print a quote or print your testimonials on the blank back side to differentiate yourself.
5. Customize literature: Almost all promotional matter is printed on an 8½*11” paper. This looks quite dull. So buy a bigger, say 10*12” paper and paste the original sales literature on that. Utilize the blank spaces on the side for writing a note, a reminder or other things. This will prevent monotony.
6. Keep in touch: As a salesperson, you should opt for a follow-up manner of work for all contacts. After a day, send them an email. A handwritten note can be dispatched after 3 days, and a handwritten note accompanied by an article after 10 days. This would mean 4 exposures within a fortnight!
7. Creativity: For big proposals, use your creativity in preparing charts. Just think of the various people who would have a direct interaction with the customers, like you, the sales manager, the technical service department guys, the customer relationship manager, etc. You will get a proper picture in that case. Then you might go ahead and make an organizational chart and include in it the details like the full name, post, contact number, email ID, and a photograph. This makes sure that the prospective customer is not a stranger to anyone in your sales team. Also, the prospective customers can avoid an individual salesman if he/she wants, but not a full team!
So if you follow these sales techniques, you are sure to be benefited!