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Tomorrow’s Successful Dealer Sales Representative
Terry A. Nagi
Terry Nagi presented a seminar entitled “Sales Stars vs. Duds” at the NAGASA annual meeting, Forum 98. As part of his preparation for the seminar he conducted a “Quick Survey” of dealer members. Forty-nine of the 161 dealer members (30 percent) participated
What Makes a Great Salesperson?
The overall answer is quite simple. It is an individual who:
- Works longer hours than most. Unless one is a natural born salesperson (less than 2% of all salespeople are), longer hours are a requirement, not an option.
- Listens at least 75% of the time. Most unsuccessful sales people are talkers. The winners are the listeners who learn client needs before making any recommendations. A listening/talking ratio of 75/25 is a good percentage.
- Knows their product and services including specifications, best applications, potential problems, and a broad range of case histories of how the products and services have helped.
- Is honest and desires to really help the customer. The true salesperson is not a salesperson, but an advisor. Consultative selling is still in.
Okay — so what? Here is what a recent poll of NAGASA dealer members reported on the changing role of their sales representatives.
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