Below are the suggestion our Sales Director Leonardo Comercio constantly share with our NY team:
Planning and Setting Goals:
Benefit from planning the week ahead.
Set specific goals, such as:
-Number of customers to see.
-Key products to sell.
-New accounts to open.
-Sales targets.
Social media posts to support sales.
Importance of goals for accountability and improvement.
Product Presentation:
Present both new and existing products to customers.
Avoid the mistake of only showing new products.
Remember the commitment to brands represented for years.
Rotate showing new and old products to accounts.
Consider customers who may not be familiar with certain products.
Genuine Connections and Self-Presentation:
Strive to make genuine connections with people.
Learn from every interaction, regardless of personal opinions about the individual.
Present oneself authentically, not just professionally.
Aim to be seen as a resource beyond just selling products.
Share knowledge and expertise, as exemplified by NP's early experiences with Calvados.
Product Familiarity and Tasting:
Emphasize the importance of knowing and tasting the products.
Ensure that a wide range of customers are tasted on products, not just a select few.
Continuously introduce products to new and existing customers.
Document activities and outcomes for better tracking and success.
Follow-Ups and Sales Approach:
Importance of following up on meetings and interactions.
Don’t hesitate to ask for the sale directly.
Regularly follow up on sales to check product success and offer solutions if needed.
Diversify sales to accounts by offering a wider range of products.
Self-Awareness and Customer Relations:
Reflect on personal patterns and behaviors in sales.
Create standing appointments with key customers for regular engagement.
Plan ahead with customers for upcoming product launches.
Utilize in-store tastings as a sales opportunity and engage with all staff members.
Proactive Account Management:
Identify accounts needing more attention.
Be proactive with reorders, rather than waiting for accounts to reach out.
Regularly review the full list of accounts to ensure none are neglected.
Seek opportunities to reconnect with older accounts.
Utilizing Social Media:
Build a personal brand on social media to support sales.
Be proactive and creative in using social platforms like Instagram, Facebook, and LinkedIn.
Share knowledge and insights about products.
Consider creating a separate sales-focused social media profile.
Customer Service and Communication:
Go the extra mile in customer service.
Provide direct and helpful responses, including links and detailed information.
Don’t disparage anyone, any company, any brand. Ever.
Be genuinely nice to EVERYONE (eg not only to the person who has decision power)
Organization and Goal Tracking:
Keep a to-do list and schedule tasks on a calendar.
Regularly review performance against goals and previous year's numbers.
Understand the correlation between growth, job stability, and personal success.