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Rhonda recently called me to go over sales issues with her selling team. She was gravely concerned about the possible lack of effort. We spoke in greater detail about several things including knowledge, sales intelligence and capability. However, what we found was the manner in which the team went about their day.
We discovered that sales agents were not really as busy and they claim. For selling professionals to make an impact to any business requires countless activities to remain visible. In a crazy world where buyers become distracted by even the simplest issues, sales managers must ensure that selling professionals remain top of mind.
Sales managers must ensure the following:
• Activities - Sales reps must be involved in multiple activities that create visibility for customers. This includes the use of electronic and direct resources so that professionals can be remembered as a client peer.
• Action - Sellers must ensure that they return calls when they say they will dress professionally and engage in ethical behavior. A good selling professional's actions helps to create client-to-client influences in the form of testimonials and referrals.
• Appreciation - Research shows that over 50% of every client interaction involves customer service. Respect, support and client superiority ensure the organization and its sales people will always be remembered.
Sales agents like many others are busy. They are distracted due to the many client issues. Yet what concerns most senior officers and sales leaders is focus and consistency. And, more urgently sales people must be out of the office with clients rather than in the office. Understanding that here are a few of the methods selling professionals can use to remain client visible.
• Handwritten Notes - The proliferation of email and social networking have creating much laziness for any busy professional. However, because of the overwhelming use of electronic correspondence have returned to the use of handwritten cards to become client visible. Clients appreciate the effort. Most importantly handwritten cards are handsomely displayed on office credenzas and desks- sometimes in full view of competitors.
• Phone Calls - Yes individuals are busy but calling clients once per week with useful information that will aid their competitive position is perfectly acceptable. However do not allow sales individuals to call without purpose. Every call must have a focus and aid the customer.
• Sales Intelligence - The use of the Internet allows for instantaneous research to help clients. Moreover clients need trusted peers not vendors. Sales Reps can increase their situation by presenting information to clients that increases revenues, returns profits to shareholders or increases their position. Sales people become trusted advisors not vendors.
• Aesthetics - Today's professional must be memorable. This requires looking and acting the part. Sales members must be dressed as if they will meet clients daily. This means individuals must be dressed the part. Selling professionals must spend money on good clothing, briefcases, pens, daily planners, grooming etc. Dress must always be grander than that of the customer.
• Accountability - Sales Representatives must be accountable - no excuses. This requires returning calls promptly. (I return all my calls in 90 minutes no questions asked). Excuses such as caller ID, working on other projects etc. count little when it comes to clients. Clients must remain the purpose of the business and not an interruption of it.
• Organization - How many sales managers have heard about windshield time or email obligations? Sales Agents are self-regulated unless they illustrate how often and in how many ways they waste time. They have two priorities remain in front of clients and close business that means to conduct the latter sales people must conform to the first scenario.Sellers that are not meeting with, speaking with or communicating with clients are simply unorganized and waste time. Organization and prioritization are a must for the selling professional.
The simple truth is the busy selling professional is the one who makes the most progress. Active selling professionals prioritize their daily tasks by how many clients they have to communicate with. Simply put they place clients first. Those selling professionals that place clients above other issues are visible, vocal and more importantly memorable. Those that make excuses are simple an apparition.
Uncertain about bWe discovered that sales agents were not really as busy and they claim. For selling professionals to make an impact to any business requires countless activities to remain visible. In a crazy world where buyers become distracted by even the simplest issues, sales managers must ensure that selling professionals remain top of mind.
Sales managers must ensure the following:
• Activities - Sales reps must be involved in multiple activities that create visibility for customers. This includes the use of electronic and direct resources so that professionals can be remembered as a client peer.
• Action - Sellers must ensure that they return calls when they say they will dress professionally and engage in ethical behavior. A good selling professional's actions helps to create client-to-client influences in the form of testimonials and referrals.
• Appreciation - Research shows that over 50% of every client interaction involves customer service. Respect, support and client superiority ensure the organization and its sales people will always be remembered.
Sales agents like many others are busy. They are distracted due to the many client issues. Yet what concerns most senior officers and sales leaders is focus and consistency. And, more urgently sales people must be out of the office with clients rather than in the office. Understanding that here are a few of the methods selling professionals can use to remain client visible.
• Handwritten Notes - The proliferation of email and social networking have creating much laziness for any busy professional. However, because of the overwhelming use of electronic correspondence have returned to the use of handwritten cards to become client visible. Clients appreciate the effort. Most importantly handwritten cards are handsomely displayed on office credenzas and desks- sometimes in full view of competitors.
• Phone Calls - Yes individuals are busy but calling clients once per week with useful information that will aid their competitive position is perfectly acceptable. However do not allow sales individuals to call without purpose. Every call must have a focus and aid the customer.
• Sales Intelligence - The use of the Internet allows for instantaneous research to help clients. Moreover clients need trusted peers not vendors. Sales Reps can increase their situation by presenting information to clients that increases revenues, returns profits to shareholders or increases their position. Sales people become trusted advisors not vendors.
• Aesthetics - Today's professional must be memorable. This requires looking and acting the part. Sales members must be dressed as if they will meet clients daily. This means individuals must be dressed the part. Selling professionals must spend money on good clothing, briefcases, pens, daily planners, grooming etc. Dress must always be grander than that of the customer.
• Accountability - Sales Representatives must be accountable - no excuses. This requires returning calls promptly. (I return all my calls in 90 minutes no questions asked). Excuses such as caller ID, working on other projects etc. count little when it comes to clients. Clients must remain the purpose of the business and not an interruption of it.
• Organization - How many sales managers have heard about windshield time or email obligations? Sales Agents are self-regulated unless they illustrate how often and in how many ways they waste time. They have two priorities remain in front of clients and close business that means to conduct the latter sales people must conform to the first scenario.Sellers that are not meeting with, speaking with or communicating with clients are simply unorganized and waste time. Organization and prioritization are a must for the selling professional.
The simple truth is the busy selling professional is the one who makes the most progress. Active selling professionals prioritize their daily tasks by how many clients they have to communicate with. Simply put they place clients first. Those selling professionals that place clients above other issues are visible, vocal and more importantly memorable. Those that make excuses are simple an apparition.
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