Are You An Order Taker Or A Sales Pro

What is the difference between a clerk (order taker) in sales and a professional salesperson? A definition I have used can be summarized as follows: You go into a tire store to buy new tires and they take your credit card and put on the new tires. Order taker. You venture into a retail establishment and you purchase a new dress or suit and the clerk takes your check and puts your merchandise in a bag. Clerk. Now not all tire store or retail salespeople are clerks, just using this as an illustration. Essentially, clerks take your money and put stuff in a bag.

How about a pro? You go into the same tire store or retail store and want to buy a new suit or tires. The clerk (salesperson) asks you a number of questions to ensure that what you are buying will satisfy not just the demands of your budget, but your long term expectations as well. Pros are more interested in solving your problems than selling you stuff. I don’t care if you are selling 10 million dollar airplanes or Amway soap. The criteria are the same.

Clerks generally make a modest wage. The pros can make a fortune. What’s the difference? Here are a few of what I feel are the important traits of professional salespeople today (and it doesn’t matter what you sell - so don’t sit there thinking, “I only sell a low price consumable or a seasonal item or whatever.”)

The Pros:


· Get more information than they give.
· Promise a lot and deliver more.
· Are interested in your satisfaction, happiness, concerns, etc.
· Are more interested in how you benefit than what they get in the form of compensation.
· Are really good listeners.
· Best selling skill is the ability to ask good questions.
· Care.
· Want a long-term relationship.
· Sell value, not price.
· Give you outstanding service.
· Are an ongoing resource for their customers.
· Survive for the long term.


Can you add any? Go ahead – see if you can expand this list. Remember, a pro is not determined by what he sells, but how he sells what he sells.

Article Source: http://www.content.onlypunjab.com

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com.

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