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Make a presentation; this is where you can stand out from the competition. When presentations are done consistently and well, you are seen as a professional, the expert in the customers’ eyes. Create anticipation from your customers; become a true resource.                                                     

Follow up on what was presented last call. Provide additional support info if appropriate, answer questions; ask for the order if you have not received it. Advance this opportunity.

Worst case scenario, determine why the program was not accepted, document in SFDC and follow up with manager. Adjust the presentation if necessary.

Write an order for something new; Sell something on every call, something they have not purchased in the past, anything, just don’t leave without an order. Develop this selling habit for yourself and this buying habit with each customer.

Determine ranking on call list then gather Intel to improve your position on the list; knowing which competitor you’re up against for each product line allows you to adjust your presentation to defeat the competition. Gathering all intelligence that pertains to your customers wants, needs and values will steer all of your future opportunities, presentations and sales calls. Listen to what they are saying or not saying, ask questions and take notes.

Customer maintenance; this includes stock orders for products you have sold in the past, core issues, credits, etc. It is also “How are you doing?” time. This is the part we do well because it is comfortable and familiar, the fun easy part. While a very important portion of the selling process, this is where most of your competitors spend all of their time.

Detail your call in SFDC, advance your opportunities and enter any cases; this is where the separation between you and the competition begins. Enter your Intel from step #4 and the next opportunity will be easy to identify; this will prompt you with the appropriate presentation for your next sales call with this customer.

This is also when the cases to document an existing problem are entered. Without this input, the problem will continue to be an issue and consume your sales time with this customer.

This step is critical and should be done before leaving the customers parking lot.