How To Be A Great Sales Representative

These past couple of months has been a bit hectic for my wife and I as we have had to make a major decision as to which way we were going with our business. Should we expand or should we completely change direction. We decided not to expand but instead decided to do a complete about face. This will mean less time out on the road for me. For many people this would be a good thing, for me I loved being on the road. I loved being the salesperson, the sales representative for our family business. I loved visiting with our clients. The majority of our customers are like my wife and I, hard working small business people. I loved talking to them and catching up on their business and their individual families and of course, writing orders. Since I always felt I was a great salesperson (not bragging) I would like to share with you a few tips on what makes a great sales representative.

Great sales representatives provide a strong financial base for all small businesses. They help generate the sales revenue for all companies. Regardless what type of supplier they represent a manufacturer or wholesaler, their primary function is to get in front of the buyer and get them to buy.

Servicing is the number one priority of all great sales representatives. Whether it is face-to-face servicing, phone calls, letters or emails, good sales representatives must be in constant contact with their clients. You can bet their competition is. Great sales representatives make themselves available to the customer at all times. If their product is a little higher priced than their competitors, they need to show their customers why they are worth the extra cost.

Sales representatives spend a lot of time traveling and visiting with their clients. This servicing is a must. They take orders and handle any problems or complaints the customer may have regarding the product or service. They have their sales catalogs or samples with them. They are always on time for their appointments and have their sales presentations down pat. They show their customers what is new, the uniqueness of the product and how it can increase the client's sales. By increasing their client's sales increases their companies' sales and of course their commissions.

While visiting with clients, a great sales representative is also constantly prospecting, looking for new clients. A good technique for all sales representatives is to ask their existing customer if the customer knows of anyone who can use or may be interested in their product or service. Referrals are the best way to get to see a new prospect because it gives the sale representative credibility. This is a sales oriented career and gaining new accounts is always part of their job. Besides their income is dependent on their commissions and they must not only maintain their existing clientele, they need to expand their customer base.

It is important to be familiar with their company's products. Great sales representatives should always be in tuned to any new products and the changing needs of their customers. Attending trade shows, sales seminars, work shops, or conferences helps them stay in tuned with anything new.

A great sales representative must have a pleasant personality, always be will groomed and be persuasive. As mentioned, servicing is the key and they must always answer their client's calls immediately. To be a great sales representative they must be patient, persistent and extremely confident. A great sales representative or sales person must have a good relationshiop with all their customers. By having a good relationship you gain the trust of the customer. Sales representatives may not always make an immediate sale but their patience and perseverance can make that future sale.

Good luck to all sales representatives, sales persons and may their commissions continue to grow.