Inexperienced sales people stand out.
They tell you their Company history, why they are biggest and best and when they leave they know nothing about you (the customer) or your needs.
Time runs out and they go to their next call and do the same.
At the end of the day they tell the boss they have seen fifty people and got a lot of interest!
These sales people deal in “pipeline” orders. They are always coming, backed up by another fifty.
In truth it’s better to see ten people and convert 8.
How do you Identify them in limited time though?
It helps to develop a script to keep focus.
Look at this Primary Objective sheet.(Below)
List the ten most relevant Issues that the Industry you visit find common and challenging. (You may have to ask)
Hand it to the customer and ask him to mark the five most relevant priorities to him. (Most Industries have common problems)
Ask him if he would add any priority to the list you had not considered.
This will help you refine the list for other calls.
Take the sheet back and deal with each one of the five and forget the five not ticked.
Discuss each one and then ask “does what I’ve shown you satisfy YOUR need?”
If no, Identify and deal with what was missing.
If yes, place your own tick at the side of his to emphasise you have both reached agreement and go on to the next.
After satisfying all five make a presumptive closing question e.g. “would next week or the week after be best for you to take the product/service?”
However the discussion goes you will find it easy to find and remove obstacles in a professional way dealing with what the customer has raised personally.
Your visit stays relevant with good use of time.
What you learn gives you the best of advantage.
Reaching agreement denies your competitor access. In time he will dread the idea that you got there before him.
Making the calls Interesting will spur you on to greater levels of conversion.
In time it becomes second nature.
The customer will notice your different approach and value it.
Of course, you will never know unless you try!
Heres an Idea for the Script style you might use. Place it on a Company Letterhead style for emphasis.
Adapt it in no particular order.
Such a simple tool will Increase your success.
I know because I tried it first and was amazed.
If you are in an Industry that demands proposal writing this method can form the basis of your outline. (See Proposal Writing)
Primary Objectives
(Please mark your five priorities)
Safe working environment
Reduced solvent use
Reduced solvent emissions
Regard for the environment
Quality of product
Reduced energy consumption
Increased productivity
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