Sales tips from an exceptional salesperson
GUIDE: ‘If you don’t do it [sales] with passion, don’t do it at all’
AVIS’S key Western Cape account manager, Frances Martin, has been with the car rental company for 23 years. Recently awarded an Association of South African Travel Agents (Asata) award for excellence in the car rental sales representative category, Martin says that she firmly believes in the credo “if you don’t do it with passion, don’t do it at all”.
“When I joined Avis in 1997, I took a drop in salary because I wanted to wear the red uniform. To- day I conduct my job as though I own the company and I am personally responsible for its growth. In fact, if I was employed as a street sweeper, I would be the best street sweeper around,” she says.
Martin shares some of her tips for sales success.
“Signing up a customer is like entering into a marriage. The relationship has to be built on sincerity, integrity and trust and must be mutually beneficial to both parties,” she says.
“Know your brand inside and out. Always be neat and act professionally. Be friendly, no matter how upset a customer is. No one can resist a smile. Be visible and visit your customers regularly. Be honest with your customers — do not oversell and underdeliver.
“Be passionate about everything that you do. Always be at your meetings at least 10 minutes ahead of time. Be prepared and have product information at hand,” says Martin.
“When a problem arises, keep your customer updated until it is resolved. Your internal customer is as important as your external customer and you can only be as good as the rest of your team.
“Be quick in responding to requests and always be available. If a customer phones you after working hours, nine times out of 10, it will be an emergency. Read your customer, do not make small talk to someone who is analytical, and keep your customers updated.”
Avis’s key Western Cape account manager, Frances Martin, shares some of her sales tips for success in the sales industry.