I have known Kevin for about twenty five years and we have bought a lot of magazine advertising space from him. Like the others whose secrets I have shared, his style is not flashy or pushy, but gets the job done...well.
His Secrets:
Try to be a good listener and find out what the prospect is looking for and then meet his or her needs
Deliver what I promise
Go beyond just being reliable and "nice"
I have always thought of Kevin's approach as that of a consultant who just happens to have a product to sell that meets some, but not all of "your" needs. He helps with a whole program, not necessarily just his magazine.
Finally, my friend Stan, whom I have known a long time, is another consultative salesman. Stan has been our commercial insurance agent for a long time. He "watches out" for us and his other clients to make sure that we have the right coverage and at the appropriate price.
Rather recently, the large and respected agency for which Stan works has run a series of TV commercials locally in which the main theme is just exactly what Stan has done for years --- consult and watch for clients and help them manage risk. I like to think that they have seen his success and realized this approach builds long term satisfied clients.
Another thing about Stan. He shows up, just like every other master salesman I have profiled. It is hard work to be successful. The last agent we had before Stan, (a long time ago) thought that showing up once a year a month before renewal was adequate. It was not and he lost our business. He was a nice guy, but that alone was not enough.
Soon ---- a summary of Master Salesmen. And then --- Secrets of a Master Marketer.
-30-
No comments:
Post a Comment