SLH SALES SYSTEM SALES TRAINING MORSEL #27

HELP ME HELP YOU!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

The relationship between Seller and Manager is meant to be symbiotic. Each party benefits from the other. A sales staff can only function and a Manager can only lead when there is a two-way street of information and constructive dialogue between Manager and Seller.

Of course, there are always instances of divergent viewpoints in this relationship. Frequently, Managers must protect and defend margin and say “it’s not going to happen.” Sellers may want a sketchy deal to be approved regardless of how it might affect the company.

As in all sales situations, the ability to communicate clearly and effectively is vital.  Communication – “external” with customers and “internal” with colleagues and Managers – must flow freely. Unfortunately, I have seen many instances where things are not in balance. Managers will micro-manage or don’t pay enough attention to Sellers’ needs. Sellers go “stealth” in order to escape being managed. Or, Sellers run to Management, regardless of the issue or its importance.

In order to inject balance in the Sales world, Managers should consider asking these questions the next time a Seller comes knocking. And, Sellers should be prepared to answers these questions before that visit:

·        WHAT HAPPENED?

·        WHAT DOES THE CLIENT WANT?

·        WHAT DO YOU THINK OUGHT BE DONE?

·        WHAT’S BEST FOR OUR COMPANY?

This way we race to common ground and the most logical course of action. As a result, Sellers will come to Managers not only with problems but with solutions.

What do you think?

Good Selling!

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #26

SOMETIMES WE SHOULD JUST ZIPIT.COM

I was with a Seller on a late Friday afternoon. There were four (4) of us and, like everyone else – I thought – I was anxious to start the weekend. What ensued just wasn’t right!

This Seller, in an attempt to be “thorough,” proceeded to go into painstaking detail – reading from a technical specs sheet – about how his product not only “was the industry leader,” but how it worked! He explained how this part worked in conjunction with that part. And, it continued for 35 minutes – which is a really long time!

Later, in the parking lot, he asked what I thought of his presentation. I responded by asking his opinion. “Thought it went great,” he said. I asked why he went into such great detail and he responded that “I always do it that way.” He was unaware that the three (3) of us were bored to tears and the Buyers were just too nice to say anything.

I suggested he could have presented a choice for the Buyers:

·        Allow the Buyers to peruse the product information and then respond to their questions.

·        Go into the detail as he had.

Let your Buyers provide an easier way to Sell.

A good rule to follow might be – “don’t answer questions that haven’t been asked.”

What do you think?

Good Selling!

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly