10 Rules of Sales Etiquette
8. Thank a client for the order—"I appreciate the confidence you've placed in me." "I will take good care of your business." "Thank you for affording me the opportunity to be of service." There. That wasn't so tough, was it? Every order and every client is precious. Never assume they know it. Tell them.
9. Don't prospect from the cell phone—Let me be clear (pun intended): When you call on a prospect, do so from a good connection with minimal background noise. If you call someone from your car, you might as well start off your pitch by shouting, "Hi, this is Bill. You're not important enough for me to call from a land line or a quiet place...."
10. Leave your job at the office—Do me a favor. Google the phrase, "End of the day." There was a time before email and cell phones that the sales day ended, business was over, and your personal life began. The weekend was yours to share with your family. You'd watch your child's game without talking on the phone from the sideline. Sales etiquette includes a separation of business and personal. Be present to your family. How do you wish to be remembered by your kids? Go be that person.
I had a professor at the University of Alabama named John Bickley. Dr. B taught his male students manners and insisted that we stand when a woman approached the table at the dinner parties he'd throw. To this day, I hear his ghost whisper to me and keep me in line.
Good personal etiquette is rare, but it does not go unnoticed. The same can be said for good sales etiquette. The right kind of woman will appreciate being honored by a man who stands when she enters the room. The right kind of customer will reward a courteous sales rep with business and loyalty.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.