Another essential attribute for successful salespeople is Reliability.  Now I’m sure everyone reading this will say ‘but Andy, I’m reliable’.  Remember however, it’s how Reliable the customer sees you as that’s important here

Over the last few years while the market has been ‘easier’ for many businesses, customers started to see the levels of reliability drop a little.  Salespeople not calling back when they said they would, people promising to send email (and then not doing!), people not providing quotes or proposals that match the specifications required etc etc.

Now when challenged, the salespeople would say ‘well, it doesn’t really matter, they’re not going to read the email anyway’.  That’s not the issue here.  If you agreed to send an email at the end of the conversation, then you don’t bother – what sort of impression does that give the client of you?  And who was it that didn’t control the call well enough so that they ended up getting the ‘send me an email’ objection anyway?

This all adds up in the eyes of the client as a lack of reliability.  Like it or not, in a competitive market something little could mean the difference between you winning a new client…or not.

Reliability is a vital attribute for successful salespeople and in a market that’s been tough for a while, it can be your ability to demonstrate your reliability to others that will stand you out from the crowd and get you business where others fail.

Are you up to the challenge?

Andy’s Sales Tip

If you say you’re going to do something, do it!  You might not see it as important, but the customers might!  Don’t run the risk of losing the deal….

Andy’s Sales Management Tip

Make sure you stress the importance of Reliability to your team.  Keep on top of their activities and make sure there aren’t any opportunities to ‘drop the ball’.  You can go to www.andy-preston.com/ask-andy/ and ask for help on any specific queries.

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