"I often hear from the leaders in my training sessions, 'My salespeople are already doing everything right.' To this, I respond, 'If your salespeople hand a customer their business card and you ask that customer 2 years later if they remember who that was, will the customers of your salespeople answer with yes or no?' If the answer is 'no,' then the salespeople are not yet doing everything right. Because a TOP salesperson stays in the memory of their customers. Just like the company itself, they are a brand.
Make Sales an Experience
The TOP salesperson turns handing over their business card into a highlight of the sales conversation. The card is not simply handed over silently - they build a story around the handover. For example, an automobile dealer who has just sold a car does it like this:'Mr. Customer, congratulations on your new car. With your investment in this vehicle, you have chosen the safest car we can offer you. You and your family will enjoy many years of happiness with it. You will discover the most beautiful places and have the most comfortable journeys. If you ever have any questions or encounter any issues with your car, I will place my business card in your glove compartment. You will probably never need it, as we manufacture the safest cars of all time, but in case you do, I will be available for you day and night.'
Now, that is a brand, isn't it?The Salesperson as a Brand
Who do you think the customer will call when they need a new car again? These salespeople or the dealer around the corner? In the sea of salespeople, the one who excites their customers and turns the sales conversation into an experience stands out. That's why it's particularly important for you as a TOP salesperson to work on your brand and make a name for yourself. Don't be the inconspicuous, nice salesperson next door; show edges and corners where your customers might stumble, but can also hold on to. Combine your sales competence with your personality and enter the value world of your respective customer. Develop into a focused personality with a clear stance who can react confidently. Stand by your opinion and be a negotiating partner on equal terms. This steadfastness is rewarded by most customers.About the Author
"Hard shell, soft core" - that's how employees, friends, and customers title the absolute dynamo. The family man comes from a mining family in the Ruhr area and has earned an image as a plain-speaking speaker and top salesperson with his polarizing, provocative, and motivating style. As a brilliant keynote speaker for motivation and sales, Martin Limbeck inspires audiences on international stages. Limbeck is also one of the best sales trainers and management trainers in Europe, guaranteeing efficient and targeted tuning of sales.
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M A R T I N L I M B E CK
Book Recommendation for the Article
Learn how to work on your authentic, personal style and your own brand in LIMBECK. SELLING.. In the life's work of bestselling author Martin Limbeck, you will find everything you need to know about sales and your personal brand to become a TOP salesperson. GABAL Verlag, 2018
Would you like to experience MARTIN LIMBECK live? Then secure your ticket H E R Efor the 13th Baltic Sea Congress on 29.03.2019 in Rostock!"
