There are a series of unwritten rules of sales that every entrepreneur, small business owner, or professional sales rep for a Fortune 500 company need to follow. I understand that each of your processes might be different, but the end result remains the same. You sell products/services to your customers. With that said enough with the chit chat, and let’s get on with it.
Unwritten Rules Of Sales For All Entrepreneurs, Small Businesses, and Professional Sales People
Do What You Say You’re Going To Do
This should be understood, but it’s not. If you say you’re going to call on Tuesday at 10:00 a.m. with your decision on whether you’re going to move forward with the deal, purchase, etc. Then do it! Don’t screw around. Don’t not pick up the phone if the other party calls, emails, or texts you. Trust me the other person puts their “big boy” pants on every day, and if you do not want to move forward, then the other person will get it. Business is business. It’s cold, calculated, and harsh and everyone involved understands that. If they didn’t then they would be asking if you would like fries with that for a living.
Do Not Over Promise and Under Deliver
Sounds pretty straightforward, but no one follows that rule. They would rather sell their mother if it helped them make the deal go through. On the face of it I get it. Especially, how much cash it’s going to put in your pocket. Reason why that is bad is simple. You screw that customer over, they may never do business with you again. Want to know what’s even worse than that? They’ll tell their friends not to do business with you as well.
Be Honest, Don’t Bull Shit
What do you mean? If your customer asks you a question, and you don’t know the answer, say you don’t know. Go find the answer and get back to them. Besides people can tell when you’re full of it. That’s a fact. Secondly, if your product/service cannot meet their needs for any reason, tell them. Don’t bull shit them. Be honest. Also, why waste your time and theirs when you know it’s not a match. Not to mention this is what every other Tom, Dick, and Harry in business does. Be different, stand out and take their business!
Do Not Push
Here’s the deal. You all know the saying, “Everyone loves to buy, but hates to be sold.” So, let them buy. It’s not rocket science, when someone is ready to buy they whip out their credit card and buy. There is not much hesitation. The only hesitation is maybe a color choice, if that’s even an option for what they’re buying. When you push it decreases your chances of getting that business in the future. People remember that stuff. They’re not robots. And it does not matter how awesome a deal you put in front of them, if they’re not ready, they won’t budge one bit.
Don’t Take A Customer’s Shit
What do you mean? The customer is always right? They put money in your pocket? Yes, all of those are true. But, just because they’re a customer does not mean they have license to treat you and your company like shit. No sir. Not at all. You don’t treat them like that, so they’re not allowed to treat you like that. Well, won’t you lose their business if you don’t sit there and take it on the chin? No, absolutely not. As a matter of fact they’ll respect you for standing up for yourself and your company. They know they’re being an asshole and in the wrong. I guarantee that’s happened to you more than once when a customer for whatever reason decides they’re going to tee off on you regardless of whether what transpired was your fault or not. This is definitely an unwritten rule of sales. For the record I have not lost any business in the last 15 years by not taking a customer’s shit.
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