A Professional is Always "On the Job"!
The salespeople that do what they do because it’s a job are only going to sell when they are at work, but the professional salespeople are going to sell whenever they can. While a majority of your sales are going to be closed when you are at work or on the floor, a sale can happen at any time and it’s important to be ready.
How often do you go to parties? How many times does someone ask you, "What you do for a living?" while at a party? Simply answer, "I sell jewelry for Acme Diamonds." Sometimes it won’t lead anywhere, but what if that person says, "I am about to ask my girlfriend to marry me and am having trouble finding a ring that I like that is in my budget." Bingo, you’re in! Now it is important not to overwhelm the potential customer at this point, it is a party after all. Let the person know that you think that you can help them, give them a card and then go back to the party. As we said before, you don’t want to scare the customer away and you don’t want to take away your free time either.
As another reminder, involve yourself in community organizations and give yourself chances to network outside of work. If you already have established relationships with the people in your community, then it is going to be a lot easier to establish a selling relationship when the time comes. If the gentleman you met at the Rotary Club decides to buy a pair of expensive earrings for his daughter’s graduation, and he knows that you sell jewelry from your relationship in the club, then where do you think he’s going to go? He may still shop around but there’s little doubt that you are going to get the first shot at that sale.
There are thousands of examples of how getting involved outside of work can lead to sales. The only question is: are you willing to go the extra mile? Anyone can try to sell during their shift; the professional salesperson will sell whenever opportunity presents itself.
Brad Huisken is President of IAS Training
Copyright 2012 Author retains ownership. All Rights Reserved
