Those who are limiting themselves to being defined as only a vendor are being left in the dust by multi- tasking sales professionals who are willing to roll up their sleeves and help their customers in any capacity.

Having to wear so many hats to improve sales effectiveness can seem daunting, but it’s really a matter of redefining your role. Here are five of the best practices that you can use now to increase sales and ensure that you are your prospects’ solutions provider and not merely a vendor:

Be a Resource

Vendors are a dime a dozen, but a trusted resource and business partner is worth his or her weight in gold. The more value that you provide, the less chance that you will be replaced.

Go Deep

Don’t forget to go deep and look for other business opportunities within the same organization. Cross- sell, up-sell, and probe for future requirements. You might just find additional sales potential in the account

Do Your Homework

Learn everything that you can about your prospects. Use the internet and learn about their business and market. Utilize Hoover’s or one of the many other online resources to conduct your research. The more that you know about your prospects, the more that you can target your message.

Don’t Stop Selling

Your job doesn’t stop once you’ve made a sale. Make certain that your customer service channels are in gear and that you are as attentive to the customer after the sale as you are during the selling process.

Our topic is:

The Interdependent Relationship Between Sales & Branding & How it Affects Your Bottom Line

The seminar will include:

1. Examples of how to generate top of mind awareness for prospects and customers alike.

2. Best practices for improving sales conversion from prospects.

3. Strategies for effective account retention and growth.

4. Brand equity: do you have it?

5. The importance of a well executed brand and how it relates to the sales process.

6. How to effectively communicate your brand in all your communication materials.

The seminars fill up very quickly and because attendance is capped we are asking you to pre register for the seminar. Please follow the following link to assure your spot in the seminar.

If you have been to a networking event, you have probably met individuals who only want to talk about themselves. They have unfortunately mastered the “it’s all about me” mode of communication.” They’ll corner you to tell you about what they do and what type of leads they are seeking, never asking you anything about yourself. Meanwhile, your mind drifts elsewhere as you try to plan your escape from their clutches. These same people will also be the first ones to email or call you, not to ask how they can be of assistance to you, but rather to obtain contacts or introductions to others. Are they kidding?

What these “takers” have forgotten is that networking is a two-way street. It’s not about selfishly achieving the goal of finding that “direct fit” with the product or service that you provide. Rather, networking is the selfless art of facilitating introductions to help others.

Yes, networking is all about giving, and not always about receiving. But, there is a lot to be gained in the process of networking. By helping others connect, you contribute to a world of concentric circles that can spawn many new connections. And, you might just be surprised how your generosity turns into successful leads for yourself. Think of this process as “networking karma.”

For those who continue to wear “networking blinders,” only thinking of how others can help them, they are missing out on many, many opportunities beyond their immediate sphere of influence. So, at your next networking event, keep in mind what you learned long ago about giving and receiving as you meet others, and watch how your connections grow.