New Salesman, Need Help!

Hello,

I've just started my job as a sales executive today... Everything seems new to me and my SM has asigned me my first target potential customer, it's the restuarant industry... I really need to show my abilities and prove to myself that I'm really into this job...

My company provides software as well as hardware solution to other organizations...

Could you please give me some tips or advice on how to be successful with this kind of industry... any intelligent questions... persuasion... ect

I'm also new to this forum... and I hope that the sales experts here will help me out with this....

I'm glad that I have found this forum....

Thanks In Advance!

Bravo,

First of all - the rules don't change.

Strong relationships, problem solving and quirky,new ideas are what customers are after. (that and a good cup of coffee!)

The restaurant industry is facing new challenges constantly - the question is - are you aware of what the challenges are and also how you ARE THE BEST FIT FOR THEM?

Sooooo - how do you go about finding their issues?

Join the local Hotel and Restaurant Association either nationally or locally. You can join as a supplier, attend luncheon meetings etc - go to their tradeshows.

First Step is to find out where their obstacles lie.

As Albert Einstein said:

'Within every problem resides a glorious opportunity"

Hit the internet and do some research on their forums as well. Read their trade magazines!Staffing issues, competition, poorly run customer retention programs, lack of differentiation...the list of problems for the restaurant industry is endless.

Attend the meetings, get to know the local players and survey them and ask them What their 3 biggest challenges are.

Good Luck!

Kim Duke
http://www.salesdivas.com

That's outstanding advice, Kim. The only thing I would add is check out "The Restaurant Blog:

http://xrl.us/bgfg5

John Foley dispenses some excellent sales and marketing advice.

Dale King

Thanks so much Kim Duke And Dale King For These Useful Tips... I will try to do my best... If someone else got more interesting ideas, please don't forget to add... I am happy to learn more...

Regard,

Bravo

You're quite welcome, Bravo. Good luck!

Dale King

Invest some quality tie into finding out what makes the restaurant business tick. And in particular, what makes this restaurant tick.

Do they make money by maximising the revenue per customer, or is by always having a full restaurant.

Once you know what your customer focuses on to achieve his objectives, then you can think about how your products could help him with that.

Use that questioning to support some intelligent questioning. But don't force your answers down his neck. Use your questioning to "open him up" - but then let his answers guide where you go next. Really focus on what his challenges and issues are. If you've done a good job with your homework there should be a match.

Ian

Hello,

I know that being a salesperson, in my opinion, is not easy because I seem to have the communication problems especially with the foreigners.. I am a fresh graduate from the university in Business department.. As I mentioned before that I work for an IT Solution Company... and my IT knowledge is not very good..

However, in my company there are other support departments related with the details of the products... when the customer want to know more in-depth details about a specific product, we will contact our specialist for assistance...

I just don't feel confident enough when I meet face-to-face with the customer... you know this is my first job...

What should I do? right now, I'm still learning more about my products in the restaurant field...

Any suggestion?

1.) what should I say to my existing customers (This responsibilities have been passed along to me by another worker here..asigned by my SM. What about the new customers? I would like to have intelligent sentences or words to impress my target customers...

2.) what should I do to build my confidence? I know good English and I can speak very well... I don't know why, when I get into business.. I just get nervous....

3.) how to maintain good relationship with the existing customers? and what of new customers?


I'm sorry if some of my questions sound stupid... You know how a new salesperson is like?

Thanks for everything!

Waiting for your reply...

Bravo