Know-How Exchange : Advertising/PR

Maaaaybe, an organisation needs an individual, a CEO, founder and etc., that stands out for company's missions and values, an individual who him/herself is a company's brand. Good management and employees :)
Emi

I dress very professionally, and think its essential. But you also need to know who you are selling to, dress only a notch above. Even if you are selling in casual attire, be clean, groomed and use the iron!

Be warm and professional.

Sales is getting out there and making those calls consistently. Image doesn't sell, product or service doesnt sell-- you sell.

Its about the follow up and knowledge. Its keeping your word and not making exaggerated promises. Being a "good ole boy" is still of value in some areas of the country, but the boundaries are not impenetrable any more.

Customers still want partnerships. A firm handshake and looking someone straight in the eye never went out of style. They want to know you'll be there when the product is delivered late and damaged, for 3rd time. Have empathy for the problem your factory (or whatever) has created for the client and make it your duty to remedy. In a perfect world we only have good news to deliver. You can deliver bad news with empathy.

Today's clients want you to be accessible. It used to be "ok" to return a clients call within 24 hours. Not today. For that reason my land phone is always forwarded to my cell. I answer it 7 days a week. If a client is calling me Sunday @7PM, it must be pretty important to them-- so its important to me.

You must always keep on the top of your mind that you are successful only when your client is successful. Your only purpose is to make them money. Be clear on that and you'll do just fine.

Carol
Sell Well and Prosper tm

To add to my previous post-- To look "big"- leverage what you have, even if you are a one person show. Call attention to associations, certifications and partnerships that help establish credibility. Take a tally of what you can put in your toolbox and give yourself credit for lessons learned-- and toot your own horn (tastefully of course).

It might be helpful to know your industry.

Carol
Sell Well and Prosper tm

Wearing my marketing communications hat, I think they need to have good collateral or literature with a clear value proposition.

Thinking on past experiences, I think they need to have a good reputation which includes being able to build trusting relationships.

They need to thoroughly understand the product or service they are selling. They may not have all of the technical answers, but can get them quickly.

Interesting question. I'm sure you'll get all sorts of answers depending on backgrounds.
JJJ

These are "gotta haves" in our sales kit:
Sales Process
Product Data Sheet
Company Brochure
Customer Case Studies
Technical White-Papers
Product Demonstrations
Competitive Playbook
Product Roadmap
Release Preview
Website

The only essential tools I started with when I started my biz was a computer, a cell, website, a track record, and a lot of energy. Golf clubs are networking techniques, not an essential tool to sell.

While CEO's, consultants get out and sell-- they don't have special tools other than that. The CEO's I network with rely more on one on one relationships, than their salespeople. Most of the time, they don't even have a card on them, don't golf and more inclined to pick up the phone than email (though they carry blackberries).

Good collatorial is a tool, but not essential at first. Until you get out there, you are only visioning how your product and service will sell. I use a lot of case studies to make my point. A good marketing and biz plan are essential tools. Knowing how you differentiate is essential.

Carol
Sell Well and Prosper tm

There's never been any substitute for being in the right place at the right time talking to the right person with the right product (or service) at the right price....

The key to being in the right place talking to the right person at the right time is more about researching your market segments and individual customers than any specific tool your sales person may carry with them.

Having good systems to facilitate conversations with prospective customers is a must. Even a very small company can afford a good website and can design a workable sales funnel through which their prospects can be transitioned and qualified. Using telemarketing can often be a tremendously useful tool to keep the funnel flowing, and to pop prospects back into the funnel who have slipped out of a leakage point.

Having a sales funnel process is probably the single most important tool for a sales organisation. Without an understanding of that process, the organisation is simply playing guessing games with its sales and marketing efforts.

A solid gold Rolex, great teeth and the latest 3G phone won't help, if basic information and pre-sales call planning systems are not in place.

Today, in a world where everything is available to solve the problems of a small planet, modern and classic coexist.

Your Biz Card still works along with your new Cartier Pasha or a vacheron Constantin. Bespoke is tough, at least make sure that your Armani is seen as an Armani. Oh, well, forgot to tell you about your knowledge about the Rolex & Seamasters...and the casual reminder of your memebership in the Yachting Club.

Your Vaio handheld, not an Atom, is important even if you aren't a road warrior. Still you wil be putting down on the table your patent leather planner and that new Mont Blanc pen.

Either you go for power formals or go for that contrast couture look with the Hermes silk wide knot & a kenneth Cole.

And in all, the frequent flier cards, topping with the AMEX Platinum...

You just eclared that you are succesful...now please open the mouth and just prove it...

KUDOS

The essential tools to "look big" in your market will depend upon your marketplace. We are a virtual company selling nationally and collaborating internationally. Our essential tools for selling include:
a credible website
email communications skills
phone communications skills
web conferencing platform
and
ability to listen
ability to establish rapport
ability to distinguish between those who are true prospects and those who are wasting your time.
Oh, and we like to under promise and over deliver to keep 'em coming back.

Miki

PS: and a good spell check tool!

I think you can get high quality digital prints, but a professionally printed brochure does make you look like a big company.

Looking like a big company:
well designed website
well designed brochure
well designed and neat office
well mannered, knowledgeable sales and all who interfaced with customer
well set up warehousing, logistics
trade references
well known brand

Customer buys for peace of mind, buying from a big successful company just helps with this. There are many things to bring peace of mind, being/looking big is one but not all.

I like what WMMA wrote and agree that what he said are the real tools.

My company have bypassed big companies to buy from small company because of the service and value offered. We know he is small, but then, he takes care of us.