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Bring Ideas To The Table, Solve Problems


Sales is quite easy, though most don't make it out to be. At the end of the day, sales is about solving the customer's problems and doing so by offering unique perspectives as to how to skin the cat.


More often than not, when a company calls a vendor, they don't know what they want nor what they can get. Many small business owners answer the phone expecting the client to know exactly what they want.

Then, when the client doesn't know how to exactly respond, they are often angered as to the lack of knowledge the individual has.

This is one way that you can separate yourself from the other vendors when selling a new customer. Walk them through the sale. Hold their hand; make their life easier.

Moreover, because the the client often doesn't have an understanding of what they want that is at once comprehensive and impartially arrived at, offer creative solutions as to how to solve their problem.

Get this routine down pat and you can rest assured that you have a solid client for life.

It's Simple - Customer Service Wins

Jack Welch put it perfectly by saying that people often make business more complex than it should be. Our economic system revolves around money passing from one set of hands to another.

There is no excuse as to why the entrepreneur should not always be giving updates to the client. When it comes to winning business, it is not always the most intelligent or biggest that wins, it is the one that shows the client that they care.

Welch said that if you are not speaking to your client, someone else is. Welcome interaction from your client. Make sure to email them daily with an update and keep all lines of communication open between both parties. The moment these lines close is the same moment that they're writing your competition a check.

You Don't Know The Client's Needs Until You Ask

The downfall of the small business owner lies with the "sales pitch." Never sell. Instead, ask questions.

Too many entrepreneurs answer the phone and, off the bat, go into a generic, boring sales pitch that covers nothing pertinent to the client. You never know why someone is calling.

There is no particular rhyme or reason as to why people buy; don't assume that this is another cookie-cutter case. Show interest in the client's needs and do your absolute best to tailor your product or service.

You never know until you ask. There are no bad questions; however, there are a ton of bad pitches.

The Goldman Sachs Ego

There is a reason why Goldman Sachs continuously stays on top. Many believe that it is because the firm has a reputation for recruiting the most talented people. The recruiting is only a small part of the equation.

It is the attitude that they are the best that keeps revenue flowing into their bank account. It is the attitude that they are the best that has investors lining up to give them money.

Even though you don't have the name that Goldman possesses, when selling a new customer have that air of arrogance that you are the best. For the next few sales calls, act as if you don't need the business.

The realization that people are going to want to give you their business when you don't need it will rapidly set in. The desperate sales professional never wins.

By: ken sundheim

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Ken Sundheim runs KAS Placement Marketing Recruiters NYC Marketing Staffing Agencies a NY and Management Recruiters Los Angeles Staffing Agencies. Ken also works with Michael Benabib a NYC Headshots Corporate Photographer New York City. Ken graduated from Fordham University.