Sales tools:

“Okay Carter you hve to tell me your secret,” Isac insisted. Carter was a very sccessful salesperson and Isaac was a new sles rookie that had been with the cmpany about a week.

“What secret,” Crter asked with a puzzled look?

“Dn’t pretend you don’t know what I man. This morning I saw you stting at your desk with a cstomer. He had his arms crossed wth an ‘I don’t trust you’ scwl on his face. Then you lft him at your desk for a few mnutes to go see the sales mnager. And as if by magic whn you returned, before you said nything, the customer transformed into this smling guy who was even laughing. It loked as if the two of you wre suddenly old friends. I saw the whle thing from my desk so dn’t deny it. What is your scret?” Isaac asked emphatically.

“Oh you man Mr. Brooks,” Carter said with a grn. “Yes, he was a very tugh customer in the beginning. But thn he discovered that I was a brther in the Delta Sigma Phi frternity in college. He was in the sme fraternity at a different university. He is a vry active alumnus and we each had sme funny stories to share about our frternity days.”

“So it was just a cincidence,” Isaac said in a disappointed tme.

“But wait a minute, how and whn did Mr. Brooks find out you wre in the same fraternity?” Isaac sid with a renewed hope that mybe there was still a sales trining secret here somewhere.

Sales Tools Secret Uncovered

“That’s easy, when I was away talking to the sales manager, Mr. Brooks was looking through my silent sales partner,” Carter said matter-of-factly.

“You know, I noticed your customer looking through some kind of binder when you left him. Is that what you mean by a ‘silent sales partner’?” Isaac asked.

“Exactly,” Carter exclaimed. “The stuff I put in my silent sales partner binder helps me connect with many of my customers like Mr. Brooks. It has helped me make countless sales that looked doubtful in the beginning. Of all of my sales tools and sales tips it’s one of my favorites.”

“What do you put in this silent sales partner binder?” Isaac asked.

The three parts of a Silent Sales Partner binder:

1. Personal stuff - This includes items like copies of diplomas, family pictures, clubs and organizations you’re a member of, places you’ve lived or vacations you’ve taken. Maybe awards you’ve received, hobbies you enjoy, children or grandchildren’s pictures or art work. You can even include customer testimonial letters, customer pictures and sales achievement awards. You may even put in information about other jobs you’ve had in the past including military experience.

   The more you have in this silent sales partner binder the better because each item is an opportunity to connect in some way with some customer.

2. Product stuff - This includes items like manufacturer product literature, product awards and product testimonials. Another good thing to include is positive product articles from third party publications. When a third party expert says your product is better that is much more convincing than what you, your company or your manufacturer says about your products.

3. Company stuff - This includes items about your national/ local company such as awards, community service recognition, mission statement, brief history, a founder message…
   

You give this binder to yur customer to look at whenever you hve to leave them.

Each of thse three sales tools within the slent sales partner is designed to mke you more sales. It does ths by helping your customer connect btter with you as a person, wth your product and with your cmpany.

Your sales tools action item:

Create your own silent sales partner. It only takes an hour or two to do. And you only have to do it once but it will keep making sales for you throughout your sales career.

The article Sales Tools That Melt Tough Customers at Microwave Speed was Submitted by David Nassief through Articles.GetACoder.com network. Here's the additional information: David Nassief sales tips coach invites you to improve your sales with the free report “Selling Secrets of Top 5% Earning Salespeople” David’s site is http://www.phoenix-best-sales-jobs.com

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