Leaders & Followers

So I wanted to write this blog about what I always tell my sales staff! In sales there are two different kinds of people in the world. Weather you agree or disagree with me. In my experience as a top salesman I recognized that I could always control the conversation. This would be true in any situation weather it would be on the phone or in person. You see customers are looking for a salesperson to take the lead. So example the sales person is supposed to be the one that has all the knowledge. You know the expert in his field! You take the lead by giving your expert advice and the follower listens to the leader. Sometime you will have two leaders on the phone or in person and this type of customer will not listen to you and may even rebut some of your knowledge. This is not your customer to sell! But if you can take the lead in the conversation and lead your customer to view the product and give them the knowledge that you know. You will have a better chance at selling them. You have to project a strong voice and sound very knowledgeable about your field and they will listen. Therefore you have a leader and a follower! Remember you are as strong as you project yourself as!