Sales tips from an ex­cep­tional sales­per­son

GUIDE: ‘If you don’t do it [sales] with pas­sion, don’t do it at all’

Weekend Witness - - Trucks & Trucking -

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.”

— Supplied.

PHOTO: SUPPLIED

Avis’s key Western Cape ac­count man­ager, Frances Martin, shares some of her sales tips for suc­cess in the sales in­dus­try.

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