Q&A with Brian Guillerault
Governor at Large, Generation Next
Hews Co LLC
NTEA caught up with Brian Guillerault
). As a director of sales operations, Brian is well-stocked with tips for people new to the commercial vehicle industry and to the sales profession.
What advice would you give people new to work truck industry sales?
Whether you’re new to the industry or to sales in general, the following approaches can help deliver value for customers and generate revenue for your company.
- Build Lasting Relationships – Don’t take a transactional approach to sales -- get to know customers and understand their business. Even if you don’t make a sale, build a relationship that will set you up for future business.
- Be a Project Manager – After you’ve made a sale, continue to deliver value. Communicate clearly about next steps and let customers know they can call you if they run into any issue. Lastly, follow up to make sure your customer is happy with the purchase and the decision to do business with you. Most importantly, if there's a problem, fix it.
- Innovate – Bring creative ideas and innovative approaches to solving your customers' needs. This will set you apart from your peers and competitors.
- Be Results-driven – Focus your time on the activities that get results. Employ an entrepreneurial mindset -- always move things forward and drive growth.