SLH SALES SYSTEM SALES TRAINING MORSEL #53

ROUND, ROUND, I GET AROUND

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

I’ve met Sellers who drive more than 50,000 miles annually within their territories. These folks view this as normal and necessary to run their business. But, goodness, that’s a lot of driving – 17 cross-country trips! Our Managers then pile-on by asking, “what are you doing in the office?” It’s as if Selling can only occur face-to-face, or not at all. What’s an efficient Seller to do?

When I ask Sellers in which areas they wish to improve,“time management” is usually at the top of the list. They tell me their days are full. What with paperwork, attending meetings, driving,  making sales calls and putting out fires. Add to that an always-on cell phone. It’s just crazy. An attendant fear is that if we don’t service them, they’ll go elsewhere (more on that another time).

Here are a number of suggestions that might help a bit and might make things run more efficiently.

Ask each client how often they want to see us in their office or on their job-site. Sometimes we get into a “milk route” mentality regarding our territories. Just because it’s Tuesday, doesn’t mean you need to be there. You may be surprised by your Buyer’s answer.

Stop planning your entire day. Just assume that something’s gonna go wrong somewhere and reserve one (1) hour daily just for that possibility. If nothing’s cooking, hit the phones and make follow-up and “dormant” account calls.

Stop enabling your most disorganized client. We all have one (1) account who regularly calls with their “hair on fire.” Handle the problem and then schedule an appointment to help them plan better. You become the beneficiary of their improved organization.

As a result we run our territory. Instead of it running us.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

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 #52

HOW MANY WAYS

ARE THERE TO SELL?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

People make things too complicated. We frequently figure “it can’t be that easy” and then go and make things so complex that heads start to spin. And, of course Sellers are as guilty – perhaps more so – than most groups. I see it at every Sales Training I do. Too much thinking can only get us in trouble and I want us to simply “stop it!”

Ask a group of Sellers how many ways are there to sell. Answers are all over the place with most folks answering “hundreds, thousands, too many to count,” and ending up at “infinity.”

Quite a gap, indeed. The reality is that we rarely think in these terms

Most Sellers think that because there are an infinite number of Buyers there must be an infinite number of ways to sell to them. This belief is supported and perpetuated by traditional Sales Training which focuses on the Buyer, their thinking and what they might do. This methodology pushes the Seller to “step into the Buyer’s mind” during the sales process. In other words, “what would we do in the Buyer’s position?” Unfortunately, this mind-set asks the Sellers to project – or worse, to guess – what’s going on.

Those who say there’s only one (1) way figure it’s trick question. But it’s not. There may be an infinite number of Buyers but there is only one (1) way to Sell. That way is to determine the Buyer’s Needem and then marry it to our Gottem. Furthermore, I want us to stop trying to sell. Sales is a race to need. We should be more concerned with the Buyer in front of us and what they want. If asked properly, they’ll tell us exactly what motivates them and what they need. No guessing required. 

Stop thinking and start asking. It’s the simplest rule in the book!

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

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.