Our company, Advanage Diversified Products manufacturers and sells a line of cleaning products. The most popular of which is ADVANAGE 20X, a concentrated, multipurpose cleaner. We rely on distributors and resellers to sell our products to households and businesses all over the nation. We’ve been doing this for over 35 years and have over 35 million customers. With that kind of experience, we’re pretty savvy when it comes to working with resellers and helping them meet their sales goals.
Over time, we use this forum to go over some of the successful sales and marketing strategies and tactics that we and our resellers use that would be valuable to anyone, no matter what they are selling.
However, for this piece, I want to comment on a TV interview I saw last week because, the interviewer made a common mistake we see all the time in our sales people.
Here’s what I saw on TV. The interviewer was talking to a female author who had written a book on political elections. The subject moved on to the current Republican race for the presidential nomination and the interviewer asked her “Who do you like?”
She answered “None of them.”
This is a perfect example of how people can misinterpret a question. Obviously, to the interviewer “like” means ‘who do you think is going to win.’ She thought “like” meant ‘enjoy being with.’
This is a common mistake salespeople make when conversing with a stranger. They assume the person they are trying to sell to, is on their same wave length. Consequently, they can miss the point and take the whole sales call off in the wrong direction.
So be careful. Ask your direct questions directly. And listen, really listen to the answer.
For more tips on business success, tune in on this blog regularly. You can also get some great advice from our founder and President, Nathan T. Edwards at www.advanage20x.com/blog.
For more information about our Advanage Reseller Program go to www.advanage20x.com and click on Join Us or call 708-331-8390.