salesperson easily stands out by know- ing more. Imagine placing a lighting order and during a lull the salesperson com- ments, “You know, right now, LED technology is limited in regard to… and…, but stay tuned; I was just read- ing an article on how this will change and within two years they’ll be 40% of the business.” Most likely, the person placing the order would feel good that the salesperson stays on top of up- coming products and trends. 3. Exceed expectations, even small ones. Perception is all about expectations. If a car mechanic says the car will be ready Friday at 2 p.m. but has the job completed Thursday, the customer is likely to be happy— and will recommend the shop to oth- ers. Expectation was exceeded. Who doesn’t like that? Particularly early in a relationship, it’s a good idea for a salesperson to promise something and then surpass the expectation. It doesn’t have to be anything big. For example, it can be some information promised by the end of the day—but instead it’s sent out within minutes. Little things like that speak volumes about follow- through and responsiveness. A small effort on the salesperson’s part makes a big impact on gaining credibility. 4. Don’t fake knowledge. It’s a rookie mistake to give answers with- out being certain, but it happens all the time. But it’s okay not to know something; no one knows everything. Salespeople can still have very high credibility even if they don’t know every answer right now. However, big problems can result when a salesperson, with the best of intentions, asserts something as fact that turns out to be wrong. It only takes a minor problem in availability or shipping to throw projects behind schedule. Every businessperson has seen this happen; each time a sales- person’s credibility was destroyed. Not certain about something? Say so. “I’m almost positive this solution will work for you, but I want to check with one of our experts. Is it okay if I get back to you within the hour with the answer?” Then go get that answer and call back within the hour—and get credit for follow-through, caring about getting it right, and exceeding expectations. Credibility is what turns a salesper- son into a valued resource. All it takes are small measures, but they add up in the mind of the customer. ; Wax helps teams sell more. He has two books on Amazon and can be reached at email@example.com.
www.tEDmag.com Oct. 17 • the ELECTRICAL DIS TRIBUTOR 63
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Satco Hi-Pro LED
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Post Top Lighting