Page 7 - Anglian Today Test
P. 7
'RESOURCES ARE EVERYTHING'
Paul comments that ‘New technology means that access to sales support material is
endless but you have to be proactive to seek it out and then use it in your
presentation. Constantly try to improve the way in which you work’ Oliver believes
in the power of utilising the training available, coupled with the power of Anglian
will lead to success. ‘Anglian have the accreditations, the wealth of resource in
ADAPT all of which are second to none and if you want to sell for Anglian and are
IN SUMMARY prepared to embrace the Anglian way you will succeed.’ Adnan comments further to
say ‘I am always still learning, take advantage of the wealth of training available
What each of these and use ADAPT there are 12 steps to treating customers fairly for a reason, skip a
individuals demonstrate step and skip a sale.’
is their total belief in
Anglian, in the brand,
the name and the 'BEING SUCCESSFUL IN SALES'
quality of product, Each of the individuals Anglian Today spoke to have clearly all adopted and honed
which inevitably causes their own ways of being successful in sales, yet, what they could all recognise is
frustrations when a that anyone can be successful. It’s perhaps not a technique – as in bygone years it
customer doesn’t may have stereotypically have been promoted as - that you can physically teach
commit, but for every someone but there are some fundamental qualities needed and a clear process that
sale which doesn’t if followed will help you along the way; ‘If you can understand your customer, read
their needs and accommodate them accordingly, be direct and always give 100%
happen, there is always this will prove hugely successful’ quips Oliver.
another lead and
another sale to chase. ‘Set the right tone and put the customers mind at rest early that you are trying to
help them and not just do what suits you’ comments Paul.
What is clear is their
passion for Anglian. ‘Anyone can succeed in sales. If you have confidence in yourself, leave the arrogance
at the door and enjoy the job, you have everything you need to achieve success. And
They have lasted the smile! Customers will find it much more difficult to be combative with price if you
test of time, because smile’ are just some of the points Martin puts his success down to.
they love what they do.
Adnan believes that ‘success is down to how seriously you are prepared to take the
job. Commitment has to be 100%, don’t cut corners, treat everyone fairly, don’t pre-
There is no quick fix to judge your leads, be kind and you will reap the rewards.
achieving success, the
hard work and ‘Be you! Be the salesperson that you are, adopt the approach which works for you,
dedication each of them trying to emulate the way someone else operates won’t determine your own success.
have shown to Show your own feelings to a customer, so they can see the truth in you, people still
succeeding is buy from people, so embrace your own qualities’ is Andrew’s top advice.
indisputable.
There is very much a 'WHAT TO DO WHEN THINGS AREN’T GOING YOUR WAY'
sense of community and Inevitably there will always be times when things don’t go according to plan, and it
belonging, and what would be unfair to claim that these top 5 haven’t had their share of disappointment,
echoes across everyone but what is abundantly obvious is their determination to bounce back and persevere.
is; that it’s never too ‘You can learn just as much about yourself when you’re not selling as when you are, ask
late to learn something yourself why someone hasn’t bought from you and why. Don’t let it frustrate you, but
new and you can always be reflective’ is Olly’s advice.
reach out to a colleague ‘Take responsibility for your own work, don’t blame others and don’t focus on losing
for help and advice. individual sales’ are traits Adnan lives by. Don’t lose your direction, it can be very easy
to get lost in one scenario, but you just have to continue making an effort and be
Self-belief has got these forward thinking’ is Andrew’s advice.
people to where they are
today and long may their ‘Go back to basics. Sometimes we over complicate what is a simple process of listening
to a customer and finding something that meets their requirements. comments Paul.
success continue. ‘Carrying on is the best advice I can offer’ says Martin. ‘If you’ve tried a different
approach, you’ve really assessed a customers objection and they still don’t buy, you
just have to walk away, and move onto the next.’
