如何成为一名优秀的外贸业务员.pdf

If youre looking for a successful salesperson to hire -- a salesperson who not only CAN sell but WILL sell -- look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality. PRIDE stands for: o Proven o Respectful o Innovative o Decisive o Enthusiastic Proven Proven refers to the candidates track record. Have they delivered results? More importantly, who else says so besides them? As you know, resumes can be fact, or they can be fiction. How can you tell the difference? A person who has been successful producing results should be able to provide you with third party proof. Have the candidate bring in their sales awards, including plaques, trophies and pictures from the trips theyve earned. Have them show you the stack-ranked sales reports showing their name at or near the top of the field. More importantly, what do their customers have to say about them? Can the candidate produce testimonial letters from their customers, indicating they were satisfied with the buying experience? Candidates should be able to furnish written recommendations proving that they were able to deliver tangible results. Respectful Salespeople should approach being Respectful from two positions. First, they need to be respectful of others. Careful listeners, these salespeople would never be regarded as pushy because they take the time to hear their prospects out. They keep their egos in check, remembering that everyone can make a valuable contribution in their own way and that other team members deserve respect, too. Second, your salespeople need to respect themselves. Expect them to have a quiet confidence in their own abilities, and a strong desire to use their time, talents, and skills to produce optimal results. Theyll respect their health, physical needs, and family commitments, and as a result be refreshed, we