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It’s Your Sales Business!

All great retail salespeople have one thing in common. They view their sales as their own business. This mindset allows them to make significantly more money than their peers. More importantly these top producers are happy and usually enjoy great relationships in all aspects of their lives. Here’s what they do.

Early- They are usually the first into the store and the last to leave. Why? Because, they work for “themselves”, they are willing to pay the price for success in full and in advance.

Commitment- They are committed to success. They do things that other people are unwilling to do to achieve their goals. They go the extra mile to serve their customers and are rewarded with their loyalty.

Integrity- Top producers always tell the truth. Their word is their bond. Their customers trust them and always ask for them.

Invest- Top sales people invest in their business. They buy sales books. They go to sales seminars. If their company does not supply Thank You cards, they buy their own. They are constantly looking for an edge to serve their customers better. They invest 3% of their earnings back into their sales business.

Educate- They constantly want to learn. One of the most interesting observations I’ve made in the past twenty nine years is that top salespeople study other sales people and try to learn from them as well as from their Reps. They use their downtime productively to improve their selling skills.  

Create- Top salespeople create their own traffic. They cultivate an army of loyal customers who only buy from them. They are constantly prospecting for customers. They do not wait for door traffic. They talk to their neighbors or anyone that will listen about the store they work at. They promote their sales business.

Execute– They follow up on their sales in every way. They always make sure everything is Ok with their customers. You know you are on the right track when you are occasionally accused of being paranoid. In addition to sending a written Thank You they follow up with a phone call to make sure the customer is happy with their purchase. They also start the buying cycle for the next item by offering to keep their eyes open for the next purchase.

Action Step- Evaluate your sales business and consider it your own. What can you do to create more traffic for your business? For more ideas or to share successes please call me at 419-560-3169. Also please go to my website and add a comment or question to this article. I answer them all. We have some great articles coming because of your questions!

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Comments (3)

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  1. Ira Fishman says:

    Pete,
    Another excellent article! Although brief, your description of the traits of successful sales people are right on target. retail owners would do well to forward this over to their sales people. Great job!

  2. Pete says:

    Thank You Ira!

  3. Miles says:

    Many thanks for taking the time to describe the terminlogy towards the newcomers!

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