Recommending Products Vs. Selling Them

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.

They were able to do this because they spent years building their book of business.

Whenever a current customer walked into their office, or called them on the telephone, the sales person would recommend to them a new product or promotion that they had going on at the time.

A few things come into play here. The sales person had built a relationship with this customer over the years. A business relationship, like all relationships, is built on trust. These customers trusted the sales person, so they usually went with what was recommended.

Another thing is, the sales person knew the customer's needs. The sales person did not recommend something to the customer that they did not need. He knew his customer well enough to recommend something that was going to make their life a little easier, or save them some money.

One last thing, whenever the customer approaches the sales person, it is a perfect opportunity to recommend your products. It is not as though the sales person called the customer and started pushing his products. Just the fact that the customers are comfortable approaching you or calling you, is a plus. It doesn't get any easier than that.

Keep in mind, things like this just don't happen over night, a lot of work was involved. These sales people have spent years building relationships through networking channels, and being loyal to their customers. Their customers have returned that loyalty by sending referrals their way.

Each time you speak with a person by phone or in person, it is an opportunity to strengthen the relationship you have with your customer. Get to know them, find out their needs, than, recommend the products you have that would fit their needs.

The more time you spend with a customer the better, this gives you and the customer an opportunity to build a business relationship.

Customers truly appreciate this kind of interaction. They want their lives to be more convenient. They want to save money. So get to know them, ask questions about their work and their family, people love to talk about themselves.

Take the extra time required to build relationships. People don't want to be treated as statistics, so use their name frequently when speaking with them. Don't close the sale and hurry them out the door.

These are the habits of successful sales people, so learn from them, and meeting your sales goals will seem a lot easier. Good luck.

This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of, a mortgage resource site, he is also the owner of, a mortgage lead company.

In The News:

The Gun Sales of June  The Wall Street Journal

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Selling -abilities : Part 2

In the last article... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

Winning Sales Proposals

Your proposal is selling for you when you're not there,... Read More

Psychological Tricks in Selling

----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute,... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More