Samuel Janna
Sales Manager at Equation Coffee
In this new episode of “Conversations in The Lobby,” our guest, Samuel, delves into how to sell and export a product like Colombian coffee. According to him, selling and exporting a local product requires a considerable amount of dedication, patience, prospecting, trust-building, and above all, establishing enduring bonds and long-term relationships. Below, we present the key insights and a summary of this exceptional interview, along with the top advice shared by Samuel. Here lies the secret to succeeding in the art of selling and savoring a cup of coffee.
Tips for Exporting a Product:
- Meticulously segment and prospect the client. Plan each interaction with every prospect to establish rapport.
- Study the prospects to identify why you want to reach out to this specific person and how.
- Particularly for export products, capture the person’s attention in the first contact by sharing something intriguing, such as an invitation to visit the locations or a request to send product samples.
- Foster lasting bonds of trust. When your only goal is to sell fast, you can end up with clients that are not ideal for your business. It’s better to generate trust and long term relationships with the right clients.
“A salesperson is born. I agree that it can be developed, but it’s a skill gained through the example of what one observes at home. These skills can be refined through courses, experiences, and more, but a salesperson is inherently born.”
Samuel Janna
Speaking your customers’ language. There’s no better way to achieve this than by thoroughly understanding the product or service you’re offering.
A successful sales closure depends on a company’s strategy to approach potential buyers. This allows them to thoroughly understand these businesses and ascertain if their values align, potentially fostering a long-term relationship.
