For the experienced salesman, relationship selling is the successful way to make a career out of sales. You will hear a lot on relationships from me in my writings, hardly ever "accounts". For those who have careers in sales and not jobs (if you don't then get out now, for all of our sakes) there is one non verbal action that can be worth even more than the most well crafted question, and that is; "How do you keep your competitors on their toes with the products you have in your catalogs?"; gets them immediately open to adding new products that their competition may not offer yet without even having to ask if you can show them your product line. Isn't that a more comfortable way then starting a meeting off with a company bio,Cheap Warren Sapp Jersey, followed with "here is our catalog",Kellen Winslow charger Jersey, i.e. the stone age way of trying to sell? o BE OBSERVANT Asking "what is your biggest concern in your company on a day to day basis?" to someone in need of furniture for their university remote campuses, will automatically give you what you need to concentrate on for the sale. Whether it is having shipments arrive in time for the semester, price,Cheap Dexter McCluster Jersey, or quality, their response gives you what you can now emphasize on. 3. How about within your own company or sales team? Every time I take out a certain salesperson out for lunch she orders a Peach Snapple, you don't think I have a visual post it note with peach Snapple on her forehead every time I see her? Just waiting for a frustrating day to come along for a nice iced surprise left for her in her box. 2. Met a recent prospective relationship that was referred to me in his office. Saw fishing and golf pictures on his wall and what was a huge ball made of rubber bands. It was bigger than a cantaloupe and was started 16 years ago and it was heavy! I noticed the most recent ones added were colored ones. Yesterday I was in a dollar store with the kids and spotted a bag of rubber bands and it had neon colored rubber bands. Guess what's going into an envelope tomorrow morning from my office to him? What is the single biggest tool in a salesperson's arsenal that doesn't cost a dime out of pocket? Inside info? Nope. A nice suit? Nah. Promotional items? Please...you're embarrassing yourself. Before you think the altitude on my flight to Ft. Lauderdale from Montreal Canada made my brain work slower as I edited this nugget; simply ask your prospect/client a question. By asking the right questions in the correct formation you are forcing them to think about the things you want them to think about without being intrusive. 1. One of my biggest relationships in a previous industry I worked in had an adopted daughter that played violin, and through observing her desk I zoomed in at a high school musical graduation card obviously for her girl,Cheap Rodgers-Cromartie Jersey, and I pounced on it. I asked her about the card and she went on to explain her daughter's obsession with the Disney cult. Two months later I got my hands on tickets to High School Musical on Ice and who do you think I gave it to? I can't tell you how much it meant to her in words or the dollars spent on that season's orders but I got a thank you card from her and her daughter. To top it off,Cheap LaRon Landry Jersey, I really was happy to do it too. Getting the right information takes time, recording the information for use in the future takes effort, putting the information into practice at the right moment is priceless. In a slight tweak of words of the best envelope salesman on the planet Harvey Mackay; "In sales,Cheap Barry Sanders Jersey, as in poker, a superior hand (or product) can be beaten by superior knowledge of the customer and opponent." Be aware! Look around your customer's office. In a meeting with someone on their turf I turn into one of those robots with a probe scope that scans the room. Why? Too many reasons, I will as I usually do use an example, here are three: The answer is... a question.