For more than 20 years, Colleen Murphy has prospered in sales, marketing, and management in a variety of fields in California and Arlington Heights, Illinois. She offers some insight into the sales process and how she has found success.
Interviewer: What do you need to know before approaching a prospective client?
Murphy: Knowledge is the key to success. It is important to know what you are selling and be convinced of its benefits. You also have to understand your clients’ needs and realize how you can best benefit them.
Interviewer: What sort of language should you use with clients?
Murphy: Dress the message as simply as you can. Use direct language to avoid confusing clients and be sure to answer all questions to the best of your knowledge without guessing at answers.
Interviewer: What happens when a client rejects you?
Murphy: Be persistent. Just because a prospective client says “no” does not mean they are not interested. Find out why they said no and then work to accommodate them, slowly nudging them to “yes.”
Colleen Murphy has served as a Group Sales Manager, Group Publisher, Sales Executive, and President in the publishing and medical fields. She currently works as an Independent Representative with CryoPen.