TURN ONE CALL INTO THREE:
Make sure the sales staff go next door, both sides, or at least visit two more potential or current customers in the same area. In another life whilst training bank managers to sell they would want to travel thirty miles for one call then return to the branch. If you are in sales and have to travel to a call it is an imperative go to the building next door and visit every office that you can talk your way into, you might get a pleasant surprise!
CROSS-SELL:
If you are the sales leader train sales staff to sell aligned products or a range rather than having only “one product expertise”. ‘But boss I sell left handed widgets I don’t know about right handed widgets… take a deep breath and say… well find out…! Hotels are good at this they have travel experts, meetings experts, corporate experts, incentive experts… come to think of it when I was a financier (before I grew up), we had dealer experts, mortgage experts, leasing experts, personal loan experts and of course bullsh*t experts. Sure specialist knowledge is great however no sales person in this business climate should walk out without at least trying to sell a visit by their other product ‘experts’ and they should at least have a broad enough product knowledge to recognise a prospect for anything your organization sells.
THANK YOU NOTES:
Everyone likes to be thanked, a quick note saying thanks for seeing me, or thanks for the order, or thanks for the payment, or thanks for whatever can be a powerful relationship builder. If you’re the sales manager just ask casually at the next sales meeting “how long since anyone has sent a thank-you note?”
THE NUMBERS GAME:
Rule of thumb, ten cold leads will get one prospect, ten prospects will get one customer. How many calls a week is that against the number of customers you expect from each salesperson. More importantly how many contacts are your salespeople really making a week, what audit system have you implemented to weed out the dummy call reports? Selling is a numbers game, the more we talk to, the more we get. Make sure they are networking and reporting accurately on their real activities.
TESTIMONIAL TRICK:
Third party testimonials are very powerful but hard to get. The best way to do it is to ring up the customer (when you know things have gone well) and ask questions that you know will get positive responses. Then ask permission to write the customers experience down, ask permission to send it to him/her and then ask that he/she put it on the company letterhead and send it to you. If you ask customers to write testimonials they will always be too busy, this way you take the thinking out of the process and most will accede to your request. Do all your sales staff understand this ‘trick’
NOTHING HAPPENS UNTIL SOMEBODY SELLS SOMETHING
3 comments
Bob Waltman says:
July 15, 2009 at 3:27 am (UTC 0)
Here are a few more rules to live by if you are in sales:
Qualify, qualify, qualify. Most sales people don’t do this enough. You CAN NOT overcome objections or anticipate them if you don’t qualify the prospective customer. If you’re selling a product ask questions like: “How will it be used?”, Where will it be used?”, “Who will be using it?”, “Have you ever used one before?”, “Who’s product are you using now?”, “Do you have a budget?” and so on. There are many more questions that you can ask to fill your guns with ammo. Remember…The more you know about a prospect the easier it is to sell to them.
Close the sale!!! This is a mistake I see over and over. Sales people forget to ask for the sale. Stop selling (Talking) and start closing. “How will you pay for it?” is a good way to start closing the sale. “Where do you want it sent?”, “Do you want me to deliver it”? These may sound like basic and simple things to do, but trust me when I say many people are either afraid to do it or just never get there.
Offer a demo or sample. A lot of people need to see how a product or service looks and feels. If you can put them in the drivers seat the sale is that much easier to close. That’s why car salesmen urge you to take a car for a test drive.
Hope this helps. But remember if you don’t take action nothing happens and nothing changes. Good luck to all,
Bob
SALES MANAGEMENT – FIVE QUICK PRACTICAL REMINDERS « orglearn.org « Sales Management says:
July 17, 2009 at 4:43 am (UTC 0)
[...] See original here: SALES MANAGEMENT – FIVE QUICK PRACTICA… [...]
Episode Guide says:
December 17, 2009 at 2:52 pm (UTC 0)
many thanks for your help!