Your Best Pitch
Getting "out of your comfort zone" will not only better sales but make you a "more well-rounded" salesperson, Russell explained. Relying too heavily on technology also will set a person up for failure when it's time for a face-to-face meeting.
"A rule I like to follow is I always cold call 10 doors to the left and 10 doors to the right of my customer's location," he said. "Walking in cold is good experience and I have struck diamonds doing that. Another strategy is maybe making a certain day of the week your out of the office day to visit current clients and cold call on potentials. This is good because personal meetings with customers always help to develop a relationship."
Gotschall said persistence is the key to selling.
"If you believe in your product and services, then it is a matter of finding those who can use them. E-mail and other technology are great, but you must bring the human side into selling," she mentioned. "There is much information that can be determined looking a person in the eyes. Then use the added tools, such as e-mail, social media, etc. to keep your name or company name in front a client. Always keep your integrity."
Obviously, sometimes the best way to sell is to get tips from others.
The best advice Henry ever received was to offer solutions—not sell things.
"I ask questions and listen to my customer, uncovering their challenges and pain points in order to develop products and solutions to address those issues. Once you can do that, the sale makes itself," he said. "If you're trying to convince someone to buy what you're selling, then you're nothing but a commodity who can be undersold by the next salesman in the door."