Recommending Products Vs. Selling Them

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.

They were able to do this because they spent years building their book of business.

Whenever a current customer walked into their office, or called them on the telephone, the sales person would recommend to them a new product or promotion that they had going on at the time.

A few things come into play here. The sales person had built a relationship with this customer over the years. A business relationship, like all relationships, is built on trust. These customers trusted the sales person, so they usually went with what was recommended.

Another thing is, the sales person knew the customer's needs. The sales person did not recommend something to the customer that they did not need. He knew his customer well enough to recommend something that was going to make their life a little easier, or save them some money.

One last thing, whenever the customer approaches the sales person, it is a perfect opportunity to recommend your products. It is not as though the sales person called the customer and started pushing his products. Just the fact that the customers are comfortable approaching you or calling you, is a plus. It doesn't get any easier than that.

Keep in mind, things like this just don't happen over night, a lot of work was involved. These sales people have spent years building relationships through networking channels, and being loyal to their customers. Their customers have returned that loyalty by sending referrals their way.

Each time you speak with a person by phone or in person, it is an opportunity to strengthen the relationship you have with your customer. Get to know them, find out their needs, than, recommend the products you have that would fit their needs.

The more time you spend with a customer the better, this gives you and the customer an opportunity to build a business relationship.

Customers truly appreciate this kind of interaction. They want their lives to be more convenient. They want to save money. So get to know them, ask questions about their work and their family, people love to talk about themselves.

Take the extra time required to build relationships. People don't want to be treated as statistics, so use their name frequently when speaking with them. Don't close the sale and hurry them out the door.

These are the habits of successful sales people, so learn from them, and meeting your sales goals will seem a lot easier. Good luck.

This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

In The News:


pen paper and inkwell


cat break through


How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Selling Strategy - 5 Ways To Success

Web sites exist for essentially two purposes. The first is... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More