RELATIONSHIP: perhaps more important today than ever
TIME MANAGEMENT / GOALS: what is your ROI on time and goals reached?
PRODUCT KNOWLEDGE: Customers have less time today for people without knowledge
LISTEN: Ask more questions, listen better so you can understand nuanced conversations
FOLLOW-UP: Grow your business through better communication in all stages
WORK ETHIC: Work Smart, Work Hard, Practice to make yourself better
Sunday, May 31, 2009
Saturday, May 30, 2009
Imperative: Listen !
For some reason, many of us think the way to a sale is to talk, ask a question or two and talk again. This unfortunately is the road to ruin.
People are interested in what they think and want to be able to pass what they think on to whomever will listen. Have you ever been upset because someone wanted to listen to you talk? Take advantage of this by asking your customer intelligent, pertinent questions then listen to the responses and don't let your mind wander about. Focus. Ask questions that will help build your relationship, ask questions to find out about the budget for the project, ask questions about specifics of what the customer needs and listen. When a question is asked of you be sure you have it in context before you answer. Or ask another question. "I'm not sure I understand . What is it exactly that you want?"
My son manages a very small commercial bakery and makes 3 varities of one product with various packaging available. When his customer asks for a case of cheesestraws, he must ask
degree of heat (mild, regular and hot) and if the case is 3 oz bags, 6 oz. bags, 8 oz boxes or 10 oz tins. During the learning process many follow-up phone calls are made for clarification.
Listening for a living is what we do. Do it well and -
Remember the old cliche about two ears and one mouth!
People are interested in what they think and want to be able to pass what they think on to whomever will listen. Have you ever been upset because someone wanted to listen to you talk? Take advantage of this by asking your customer intelligent, pertinent questions then listen to the responses and don't let your mind wander about. Focus. Ask questions that will help build your relationship, ask questions to find out about the budget for the project, ask questions about specifics of what the customer needs and listen. When a question is asked of you be sure you have it in context before you answer. Or ask another question. "I'm not sure I understand . What is it exactly that you want?"
My son manages a very small commercial bakery and makes 3 varities of one product with various packaging available. When his customer asks for a case of cheesestraws, he must ask
degree of heat (mild, regular and hot) and if the case is 3 oz bags, 6 oz. bags, 8 oz boxes or 10 oz tins. During the learning process many follow-up phone calls are made for clarification.
Listening for a living is what we do. Do it well and -
Remember the old cliche about two ears and one mouth!
Friday, May 29, 2009
Making Enough $$$$ for the Time Spent?
Some industries and customers rely on the "milk run" approach to selling. This is when a salesperson is at the same account on a given, repetative schedule. Unfortunately, this can lead to a territory not getting enough analysis because the salesperson reasons that his customers don't want any deviation. He can't "afford" to anger anybody by not being where he is "supposed to be".
James was a milk run kinda guy. He had been in his territory for 25 years and by his reckoning "knew everybody worth knowing" . The first day that we worked together, I had the printout, for you younger folks that was the predecessor of the laptop spread-sheet.
The first call of the day was to one of his "key accounts". First call every Monday. We stayed about an hour and James said that was pretty normal. Looking at the print-out I did some basic math quickly in my head and asked if he knew how much he was making at XYZ. When I advised that he was making a little more than $4 each call, he was amazed and said there was a mistake. Doing the math with him showed him the light. That was not the kind of money our company wanted him to make and he agreed that he didn't either. The next account we went to had much better potential but his sales there were poor and thus he didn't put in much effort. He agreed to stop at the first company once a month and increase the time and effort at the other, which paid off for him and the company.
Have you done your math? How much do you need to sell each year, month, week, day, hour and per sales call to reach your goal?
James was a milk run kinda guy. He had been in his territory for 25 years and by his reckoning "knew everybody worth knowing" . The first day that we worked together, I had the printout, for you younger folks that was the predecessor of the laptop spread-sheet.
The first call of the day was to one of his "key accounts". First call every Monday. We stayed about an hour and James said that was pretty normal. Looking at the print-out I did some basic math quickly in my head and asked if he knew how much he was making at XYZ. When I advised that he was making a little more than $4 each call, he was amazed and said there was a mistake. Doing the math with him showed him the light. That was not the kind of money our company wanted him to make and he agreed that he didn't either. The next account we went to had much better potential but his sales there were poor and thus he didn't put in much effort. He agreed to stop at the first company once a month and increase the time and effort at the other, which paid off for him and the company.
Have you done your math? How much do you need to sell each year, month, week, day, hour and per sales call to reach your goal?
Quote to Implement
"The art of memory is the art of attention" - Samuel Johnson
To add to that, perhaps the art of attention is actually caring.
Maybe an extreme analogy would be this; your dog or cat is sacked out in the house and you call for it with no results. However, when opening the source of food for your pet, it shows up almost instantaneously. It doesn't care about you (probably the cat) but does care for its' food.
We humans are much the same; if we care we remember. I know people who can recite whole movies or songs verbatim but can hardly remember 7 or 8 features and benefits of what they are selling. Or can tell you the starting line-ups for every NFL team but don't know the key players at each of their customers.
The sales profession is about taking care of your family, your co-workers and your customers and therefore should be on your priority list of things to care about.
To add to that, perhaps the art of attention is actually caring.
Maybe an extreme analogy would be this; your dog or cat is sacked out in the house and you call for it with no results. However, when opening the source of food for your pet, it shows up almost instantaneously. It doesn't care about you (probably the cat) but does care for its' food.
We humans are much the same; if we care we remember. I know people who can recite whole movies or songs verbatim but can hardly remember 7 or 8 features and benefits of what they are selling. Or can tell you the starting line-ups for every NFL team but don't know the key players at each of their customers.
The sales profession is about taking care of your family, your co-workers and your customers and therefore should be on your priority list of things to care about.
Wednesday, May 27, 2009
Follow-up Sucess Story
A winning story about follow-up;
Back in the mid-nineties I was selling to a billion dollar corporation that had 300+ branches around the country. This company had every possible item in its' cart to sell but frequently was not well respected by customers or competitors. Lack of product knowledge bothered the customers and selling on price bothered the competitors.
I happened to be in a district managers' office towards the end of their fiscal year. He was extremely pleased because his territory had increased their sales significantly. Upon asking what the secret was for his teams' success he admitted it was almost all follow-up. It seems the previous year they only followed up on about 25% of their quotations. The hit rate was the industry standard of 20ish % . However, during that current year a new policy was instituted that all quotes over X$ would be followed up. The success rate moved to a phenominal 38% !
Follow-up is a winning habit. Do it in all points of the sales cycle not just after a quote is issued. But make a concentrated effort to follow up anything that has the $ sign.
Back in the mid-nineties I was selling to a billion dollar corporation that had 300+ branches around the country. This company had every possible item in its' cart to sell but frequently was not well respected by customers or competitors. Lack of product knowledge bothered the customers and selling on price bothered the competitors.
I happened to be in a district managers' office towards the end of their fiscal year. He was extremely pleased because his territory had increased their sales significantly. Upon asking what the secret was for his teams' success he admitted it was almost all follow-up. It seems the previous year they only followed up on about 25% of their quotations. The hit rate was the industry standard of 20ish % . However, during that current year a new policy was instituted that all quotes over X$ would be followed up. The success rate moved to a phenominal 38% !
Follow-up is a winning habit. Do it in all points of the sales cycle not just after a quote is issued. But make a concentrated effort to follow up anything that has the $ sign.
Tuesday, May 26, 2009
the badger approach
Having a good relationship with your customer and asking questions (intelligent questions and yes, I DO believe there is such a thing as a dumb question and so do you!) will help you be flexible.
A few years ago, a young lady I know wanted a set of steak knives being given away by a vacuum cleaner company. She agreed to the appointed time and said "I only want the knives". The salesman shows up and goes into his pitch without asking anything or paying attention to her house, which is very clean. He proceeds, without asking, to dump the proverbial small pile of sand on her light colored carpet. Knowing my friend, this probably started an immediate freak-out. To show the power of the vacuum, it took multiple passes to get most of it up which of course meant that he would never get the sale. If he had asked first, she'd have taken him to another room for his demonstration. Part of his sales process also was to stay in the house, conjuring up all sorts of sales talk for about 2 hours and handling of objections. Her husband finally came home from work, presented his business card (an attorney) and told the guy to get out. Do you think that salesman and company will EVER have something good said about it by this lady? Yet there are companies out there who practice this everyday - once you get face to face, stay there until you get the order.
Persistence is good. Insistence is perhaps ok but badgering harms everybody.
A few years ago, a young lady I know wanted a set of steak knives being given away by a vacuum cleaner company. She agreed to the appointed time and said "I only want the knives". The salesman shows up and goes into his pitch without asking anything or paying attention to her house, which is very clean. He proceeds, without asking, to dump the proverbial small pile of sand on her light colored carpet. Knowing my friend, this probably started an immediate freak-out. To show the power of the vacuum, it took multiple passes to get most of it up which of course meant that he would never get the sale. If he had asked first, she'd have taken him to another room for his demonstration. Part of his sales process also was to stay in the house, conjuring up all sorts of sales talk for about 2 hours and handling of objections. Her husband finally came home from work, presented his business card (an attorney) and told the guy to get out. Do you think that salesman and company will EVER have something good said about it by this lady? Yet there are companies out there who practice this everyday - once you get face to face, stay there until you get the order.
Persistence is good. Insistence is perhaps ok but badgering harms everybody.
Sunday, May 24, 2009
ROI of Time
Think of all the famous quotations about time, all the cliches and all of the time that we have lost as well as all of the time we've got coming. There must be a reason so many people have said so much and thought so much about TIME !
I had a friend, whom we'll call Bill, that was a salesman for one of my customers. Very energetic and friendly, Bill did a good job. His company decided to put more emphasis on my product and joint calls were arranged with the various sales people, with Bill first in line.
The calls were to be in a territory 2 hours away so I suggested that we meet at a fast food restaurant about 6:15 so we could get in a full day. He advised that the sales manager required all sales people to check in at the office each morning at 8. "Ok, we'll just have to tell the wives dinner will be late" but again I was advised that check in at the office was due at 4:30!
We spent more time driving than selling that day. The next day I called the sales manager and managed to keep the conversation somewhat polite; "if you think you have hired children that need to be herded about - fire them. Free up your people to work!" He was so paranoid about people not putting in their 8 hours that he didn't allow the others to start early with me, either. He had to lay eyes on them twice a day.
As a salesperson or manager, you have to put the best effort in and base it upon the best times to see your accounts. For some industries it is best to see people before their day actually starts, others want to do lunch and people knocking on doors of homes have to do it at night or weekends. Dulles Airport wanted me there at 11 p.m. for a project . Do what has to be done to serve your customer and in the long run, what will serve your company and yourself.
I had a friend, whom we'll call Bill, that was a salesman for one of my customers. Very energetic and friendly, Bill did a good job. His company decided to put more emphasis on my product and joint calls were arranged with the various sales people, with Bill first in line.
The calls were to be in a territory 2 hours away so I suggested that we meet at a fast food restaurant about 6:15 so we could get in a full day. He advised that the sales manager required all sales people to check in at the office each morning at 8. "Ok, we'll just have to tell the wives dinner will be late" but again I was advised that check in at the office was due at 4:30!
We spent more time driving than selling that day. The next day I called the sales manager and managed to keep the conversation somewhat polite; "if you think you have hired children that need to be herded about - fire them. Free up your people to work!" He was so paranoid about people not putting in their 8 hours that he didn't allow the others to start early with me, either. He had to lay eyes on them twice a day.
As a salesperson or manager, you have to put the best effort in and base it upon the best times to see your accounts. For some industries it is best to see people before their day actually starts, others want to do lunch and people knocking on doors of homes have to do it at night or weekends. Dulles Airport wanted me there at 11 p.m. for a project . Do what has to be done to serve your customer and in the long run, what will serve your company and yourself.
Friday, May 22, 2009
Leave the door open !
Always leave yourself in a position so that you can come again.
Several years ago I was planning on spending a day working with a salesman and asked that a particular account be scheduled as it held a lot of potential. The salesman advised that he had been told he was no longer allowed on the premises. It seems that he (and competitors too) had been told that certain departments were off limits beginning a certain date and he had been caught twice talking with people in those departments.
Upon calling the plant manager to introduce myself as the new sales manager, he confirmed that the story was true. My salesman would make an appointment with one person then spend the day wandering around talking with others. Thus the plant manager instituted the new policy. We agreed to an appointment time and included the salesman in the meeting. During the meeting, the plant manager set a new policy for the salesman; meet your appointment in the lobby, no going into the office area or production area. Darn close to a death sentence.
This arrangement was tried for several months with sales plummeting each month. By switching up accounts, we put a new man on the account with no restrictions and sales slowly began to build again.
We sales types like to push the envelope but we must know when to back-off. Once the door is shut, it is really difficult to get back in.
Several years ago I was planning on spending a day working with a salesman and asked that a particular account be scheduled as it held a lot of potential. The salesman advised that he had been told he was no longer allowed on the premises. It seems that he (and competitors too) had been told that certain departments were off limits beginning a certain date and he had been caught twice talking with people in those departments.
Upon calling the plant manager to introduce myself as the new sales manager, he confirmed that the story was true. My salesman would make an appointment with one person then spend the day wandering around talking with others. Thus the plant manager instituted the new policy. We agreed to an appointment time and included the salesman in the meeting. During the meeting, the plant manager set a new policy for the salesman; meet your appointment in the lobby, no going into the office area or production area. Darn close to a death sentence.
This arrangement was tried for several months with sales plummeting each month. By switching up accounts, we put a new man on the account with no restrictions and sales slowly began to build again.
We sales types like to push the envelope but we must know when to back-off. Once the door is shut, it is really difficult to get back in.
Thursday, May 21, 2009
Competition Quote
If you are not going to compete, then I'll dominate you.
Michael Jordan
This man practiced every day. Do you?
Michael Jordan
This man practiced every day. Do you?
Imperative - Follow-up
Last night at church, some friends and I were talking about life in general when one of them mentioned having had some landscaping done. He was impressed with the work done AND that the salesman followed-up after the job was finished. We then spent at least, oh, 30 seconds talking about how rare that is at anytime in the sales process these days.
A few years ago the decision was made to purchase a new vehicle for business use. Since I was a road warrior, each car lot that I passed within a three hour drive of my home became a stop for me. At each dealership, the salesman was given my business card and told that within three weeks a purchase would be made. Twenty-seven dealerships were visited. I had to find a salesman at 12 of them to talk to AND only one (1!) bothered to follow-up. He did get my business.
This sad story is true in many professions but for some reason, it really seems to be a part of the automotive sales process but I'm not sure why. Customers want to know that you "love" them and appreciate them. It is imperative to follow up.
A few years ago the decision was made to purchase a new vehicle for business use. Since I was a road warrior, each car lot that I passed within a three hour drive of my home became a stop for me. At each dealership, the salesman was given my business card and told that within three weeks a purchase would be made. Twenty-seven dealerships were visited. I had to find a salesman at 12 of them to talk to AND only one (1!) bothered to follow-up. He did get my business.
This sad story is true in many professions but for some reason, it really seems to be a part of the automotive sales process but I'm not sure why. Customers want to know that you "love" them and appreciate them. It is imperative to follow up.
Tuesday, May 19, 2009
Thought for the Day
Do you practice "Parkinson's Law"?
Let's hope not! That law states that "work expands to fill the time". As salespeople, we should be looking at our ROI of time. Parkinson's Law is detrimental to sales success !
Let's hope not! That law states that "work expands to fill the time". As salespeople, we should be looking at our ROI of time. Parkinson's Law is detrimental to sales success !
Monday, May 18, 2009
Sell High !
This is a statement that has two meanings and many sales people, particularly new ones, have a problem with both meanings; Sell High.
The first and perhaps most important is the need to sell as high up the ladder as you can. Relationships at accounts need to be fully developed on as many levels as possible so why not start with the president of your new potential? If the president doesn't want to meet with you, in all probability you will at least get a referral. Then you'll be able to say to that person, "the president suggested that we meet". If the CEO does meet with you, use the time wisely and make sure that the meeting is worthwhile for both of you. And do ask who else you may need to work with.
If you start the selling process in the lower echelons, when you do need to move up, those people may feel left out or think that you are going behind their back and you'll possibly create a detractor.
The other SELL HIGH is about price. Anybody can lowball a price. Sell well and prove to your customer that the price you are asking is worth it. AND a 10% discount is a 25% profit loss! How do you get that back?
Develop relationships as high as you can in the corporation and don't roll around in the gutters with your pricing. In fact, in some businesses there may be times when it will be better to lose an order than to win it at a low ball price. Plan your strategy and anticipate objections. Better yet, sell well so that objections never happen!
The first and perhaps most important is the need to sell as high up the ladder as you can. Relationships at accounts need to be fully developed on as many levels as possible so why not start with the president of your new potential? If the president doesn't want to meet with you, in all probability you will at least get a referral. Then you'll be able to say to that person, "the president suggested that we meet". If the CEO does meet with you, use the time wisely and make sure that the meeting is worthwhile for both of you. And do ask who else you may need to work with.
If you start the selling process in the lower echelons, when you do need to move up, those people may feel left out or think that you are going behind their back and you'll possibly create a detractor.
The other SELL HIGH is about price. Anybody can lowball a price. Sell well and prove to your customer that the price you are asking is worth it. AND a 10% discount is a 25% profit loss! How do you get that back?
Develop relationships as high as you can in the corporation and don't roll around in the gutters with your pricing. In fact, in some businesses there may be times when it will be better to lose an order than to win it at a low ball price. Plan your strategy and anticipate objections. Better yet, sell well so that objections never happen!
Wednesday, May 13, 2009
Quote of the Day
"He who cannot change the very fabric of his thought will never be able to change reality and will never, therefore, make any progress."
Anwar Sadat
Anwar Sadat
Tuesday, May 12, 2009
Food For Thought
"Nothing in the world can take the place of persistence.
Talent will not; nothing is more common than unsuccessful men with talent.
Genius will not; unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts.
Persistence and determination alone are omnipotent."
Calvin Coolidge
Talent will not; nothing is more common than unsuccessful men with talent.
Genius will not; unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts.
Persistence and determination alone are omnipotent."
Calvin Coolidge
Monday, May 11, 2009
Quote Worth Reading
"You want to see a miracle, son? BE THE MIRACLE"
God (Morgan Freeman) in the movie Bruce Almighty
God (Morgan Freeman) in the movie Bruce Almighty
Sunday, May 10, 2009
The Danger of Empathy
Hats off and on your feet to honor the person who got us started!
Happy Mother's Day !
While shopping with my son to find a gift for the lady of the house, we observed a lesson about communication during a selling situation. My wife wanted a camera so we went hunting for the best we could get within our budget. We were not the first in the store and had a couple of people in front of us. The first customer finished up, the clerk asked the 2nd customer what he could do for him and the customer said, "yeh, dude, hook me up with a big discount. The camera I want is expensive". At which point the sales clerk cleverly said, "yeh, man, I know what you mean but that's the price".
Of all the things the clerk could have said he should not have chosen a statement reinforcing that the camera was expensive. Generally, if something is expensive there is a reason for it and THAT is what should have been reinforced. Instead, he was empathetic with the customer and the customer walked out without the camera and without knowing why he should pay more for that particular camera.
When I was in a management position and hiring salespeople, I designed a short test about selling in general and included a few questions that addressed customer empathy. These questions were put in such a way to find out the potential salesperson's personal comfort level for spending money, their mindframe about presenting high-priced items and other things. I'd allow 90 seconds for a 15 question test. Those people whose comfort level for personal spending was $500 and below almost always exhibited that they would EXPRESS their empathy with the customer on pricing. Justified or not. Those comfortable with $500 to $1500 were empathetic but were more reluctant to express it. Those comfortable with $5000 and up generally thought "ante-up and let's move on!"
I did it with a co-worker in the late '90s. I had joined a new company and was working with an experienced guy developing a quote for an electronic controls system and parts. At one point, Ron gave me a price of 13 95, which while writing it down, I said 13 dollars and 95 cents. He laughed and said "No, $1395.00" My comment was the truly professional "holy moly, you're kidding me!" Thank goodness that was to a co-worker and I was able to maintain my composure while talking with the customer!
If you have pricing empathy, you may be susceptible to offering discounts, paying for shipping or worse yet, being understanding when the customer says he meeds to buy somewhere else. Be careful to not reinforce price objections to yourself or the customer. Do your homework and practice your responses
Happy Mother's Day !
While shopping with my son to find a gift for the lady of the house, we observed a lesson about communication during a selling situation. My wife wanted a camera so we went hunting for the best we could get within our budget. We were not the first in the store and had a couple of people in front of us. The first customer finished up, the clerk asked the 2nd customer what he could do for him and the customer said, "yeh, dude, hook me up with a big discount. The camera I want is expensive". At which point the sales clerk cleverly said, "yeh, man, I know what you mean but that's the price".
Of all the things the clerk could have said he should not have chosen a statement reinforcing that the camera was expensive. Generally, if something is expensive there is a reason for it and THAT is what should have been reinforced. Instead, he was empathetic with the customer and the customer walked out without the camera and without knowing why he should pay more for that particular camera.
When I was in a management position and hiring salespeople, I designed a short test about selling in general and included a few questions that addressed customer empathy. These questions were put in such a way to find out the potential salesperson's personal comfort level for spending money, their mindframe about presenting high-priced items and other things. I'd allow 90 seconds for a 15 question test. Those people whose comfort level for personal spending was $500 and below almost always exhibited that they would EXPRESS their empathy with the customer on pricing. Justified or not. Those comfortable with $500 to $1500 were empathetic but were more reluctant to express it. Those comfortable with $5000 and up generally thought "ante-up and let's move on!"
I did it with a co-worker in the late '90s. I had joined a new company and was working with an experienced guy developing a quote for an electronic controls system and parts. At one point, Ron gave me a price of 13 95, which while writing it down, I said 13 dollars and 95 cents. He laughed and said "No, $1395.00" My comment was the truly professional "holy moly, you're kidding me!" Thank goodness that was to a co-worker and I was able to maintain my composure while talking with the customer!
If you have pricing empathy, you may be susceptible to offering discounts, paying for shipping or worse yet, being understanding when the customer says he meeds to buy somewhere else. Be careful to not reinforce price objections to yourself or the customer. Do your homework and practice your responses
Friday, May 8, 2009
Magic Phrases
Twice in the past 3 years I have been in sessions with trainers who had "magic phrases".
One was a woman who had gotten a copyright on a phrase "guaranteed" to close sales. The phrase included words of empathy and words of thought hoping to appeal to both sides of the brain; emotion and rationality. While the group of us being trained were polite, we were very skeptical. However, several of us did try it with no success.
More recently, I talked with a man who trains people in phone sales. During our discussion I expressed concern about modern technology; texting, tweeting(?) and voice mail. He exclaimed that he could train me to make the calls at the right time of day and either get the person I wanted or the right message so that I would get a call back. After I apologized for laughing at him, I realized that his major business is collections and his messages would probably include some type of threat to make people call.
However, other than trainers, I've never met a salesperson (particularly making cold calls) who had a "magic phrase". I know that for some successful salespeople "golf", "lunch", etc help with reaching a current customer and getting call backs. For the rest of us, if you have a magic phrase that you are willing to share - please do!!
One was a woman who had gotten a copyright on a phrase "guaranteed" to close sales. The phrase included words of empathy and words of thought hoping to appeal to both sides of the brain; emotion and rationality. While the group of us being trained were polite, we were very skeptical. However, several of us did try it with no success.
More recently, I talked with a man who trains people in phone sales. During our discussion I expressed concern about modern technology; texting, tweeting(?) and voice mail. He exclaimed that he could train me to make the calls at the right time of day and either get the person I wanted or the right message so that I would get a call back. After I apologized for laughing at him, I realized that his major business is collections and his messages would probably include some type of threat to make people call.
However, other than trainers, I've never met a salesperson (particularly making cold calls) who had a "magic phrase". I know that for some successful salespeople "golf", "lunch", etc help with reaching a current customer and getting call backs. For the rest of us, if you have a magic phrase that you are willing to share - please do!!
Imperative - Follow-up
Following-up on quotes AND business received should be as natural to a salesperson as eating. However, as in real life, following-up and eating can be very selective and that can be detrimental to your health if not done correctly.
Recently, I was exploring marketing ideas for www.BEDSFORKIDS.us and asked a young salesperson, working for a new company, for a quote. It took four days, the salesperson didn't call with the quote or ever bother to follow-up even though I see this person on a regular basis. This salesperson's competitor had a similar P&D but was interested enough to call me with the quote, follow-up with today's version of a hard copy (e-mail) and then called again to see where things stand. Umm, I wonder who wins this one? Don't assume that the pretty girl that is always around loves you. Until you ask, you don't know!
Timely, effective follow-up must be done.
There are two more stories that I'll share soon about follow-up; one is a nightmare example and the other shows the effectiveness of follow-up.
Recently, I was exploring marketing ideas for www.BEDSFORKIDS.us and asked a young salesperson, working for a new company, for a quote. It took four days, the salesperson didn't call with the quote or ever bother to follow-up even though I see this person on a regular basis. This salesperson's competitor had a similar P&D but was interested enough to call me with the quote, follow-up with today's version of a hard copy (e-mail) and then called again to see where things stand. Umm, I wonder who wins this one? Don't assume that the pretty girl that is always around loves you. Until you ask, you don't know!
Timely, effective follow-up must be done.
There are two more stories that I'll share soon about follow-up; one is a nightmare example and the other shows the effectiveness of follow-up.
The Work Ethic Required
Please read the comment from KAJ2729 attached to Imperative +1 . Work ethic is definitely required to be successful and, what is the famous quote, if you fail to plan then you are planning to fail !
Thanks for the input, KAJ!
Thanks for the input, KAJ!
Thursday, May 7, 2009
The Imperatives +1
SELL FROM THE TOP DOWN; We sales professionals need to sell as high up the ladder as possible. These selling IMPERATIVES will be posted on a regular basis hopefully we will all get involved in discussing them and their merits.
Wednesday, May 6, 2009
The Imperatives
With today's multiple modes of communication most of which do not include face to face, I believe the following to be Selling Imperatives:
1. Relationship; your face to face time is being curtailed. It is imperative to make the most of your personal meetings, every time.
2. Follow -up; in a timely manner. Most salespeople are very poor at this important aspect of selling.
3. Listen ; Ask questions and then ZIP IT !
4. Product Knowledge; Surveys show that most customers don't think we know enough.
5. Time Management / Goals; ROI on time spent. Are you making enough money per sales call? Are your goals well thought out and constantly changing?
Many more aspects of course but I consider these to be common weak areas across our profession.
1. Relationship; your face to face time is being curtailed. It is imperative to make the most of your personal meetings, every time.
2. Follow -up; in a timely manner. Most salespeople are very poor at this important aspect of selling.
3. Listen ; Ask questions and then ZIP IT !
4. Product Knowledge; Surveys show that most customers don't think we know enough.
5. Time Management / Goals; ROI on time spent. Are you making enough money per sales call? Are your goals well thought out and constantly changing?
Many more aspects of course but I consider these to be common weak areas across our profession.
Great Book
There are several tons of books that have been written about sales and marketing. One of the best is Selling the Invisible by Harry Beckwith. It doesn't get "flowery" about selling and is an easy read, which with my simple mind is a great help! There are many topics but each is only a few paragraphs long. Just enough to get you thinking and get yourself going.
Great Website!
Dr. Marshall Goldsmith has a wonderful website full of free information / articles about selling and management. Oddly enough it is www.marshallgoldsmithlibrary.com ! I strongly suggest that you consider visiting his site and bookmarking it for future reference.
Initial Thoughts
The art of selling is a very important science and every company needs to pay attention to the process. There is a plethora of information available that the novice and senior salesman should review on a regular basis. Over the course of this blog's life we'll discuss them.
We salespeople are the athletes of the corporation! We must be able to plan ahead and then be able to react to our customers' needs and the (sometimes) ever changing requests of management or our back-up team. Does Tiger, LeBron, Peyton, Phelps or any professional athlete come out on game day without preparation? For some reason, MOST sales people think they have enough background to be able to just wing it that they will be great at crunch time. "oh, I see these guys all the time", " I know what they need".
This will NOT be a rah-rah, sis boom bah motivational site. I'm one that believes the best motivation comes from our own lives and dwells deep within us. We have to tap it ourselves. IE : breast cancer - I always donated but since my sister was hit with it, I'm much more motivated to serve in different ways.
REMEMBER: Listen for a living and sell well or not at all !
We salespeople are the athletes of the corporation! We must be able to plan ahead and then be able to react to our customers' needs and the (sometimes) ever changing requests of management or our back-up team. Does Tiger, LeBron, Peyton, Phelps or any professional athlete come out on game day without preparation? For some reason, MOST sales people think they have enough background to be able to just wing it that they will be great at crunch time. "oh, I see these guys all the time", " I know what they need".
This will NOT be a rah-rah, sis boom bah motivational site. I'm one that believes the best motivation comes from our own lives and dwells deep within us. We have to tap it ourselves. IE : breast cancer - I always donated but since my sister was hit with it, I'm much more motivated to serve in different ways.
REMEMBER: Listen for a living and sell well or not at all !
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