SLH Sales Training Morsel #73

THE NEXT STEP SCENARIO MEMO

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Here’s something that will take just a tiny bit of time yet yield a more thorough understanding of “next steps” in the Sales process. And, should create more time to focus on more important things.

How many times have you heard from a client that they “forgot to do” what they said they would? Or, that they didn’t realize that they were supposed to do something at all? How often are we the culprit in not following-through on what was promised simply because our memory sometimes fails us? It is very tough getting old!

Today’s technology allows us to stay in touch as never before. Communication is instantaneous as many companies begin outfitting their Sellers with I-Pads or some other pad-option to this end. At the very least, almost everyone has a smart phone. Whether office-based or in the field, always put your next steps in writing. Begin using the “Next Step Scenario Memo.”

Within three (3) minutes of ringing off a call or leaving an office, send an e-mail...

THE NEXT STEP SCENARIO MEMO

Thanks for the time.

·        Because it’s appropriate and professional.

I’m going to....

·         Establish what I – the Seller – will be doing next.

·         Establish a date and time to follow-up.

·         Etc.

You’re going to...

·         This is what the Buyer will be doing next.

·         Check budgets.

·         Arrange a meeting with colleagues.

·         Etc.

We’re going to....

·         Lunch, golf or the next meeting.

·         Etc.

Always “chase it.”

·         HTS?

Again, thanks.

·         There you go.

This will take self-discipline to initiate but is well worth it. Everyone will know exactly their responsibilities and be clear about how things are going to proceed – if it’s said, it should be written.

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 the SLH Sales System.

SLH SALES TRAINING MORSEL #72

 “HOW AM I DOING?”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s the time of year to take stock of what we’ve done and how we’ve done it. And, to know whether we’ve been naughty or nice. Hopefully, those who judge are okey doke with our performance.

Because of the hectic pace of everything we do, how often do we do what Ed Koch, the past Mayor of New York City, always did? Simply ask his constituency, “how am I doing?” There was a United Airlines commercial a while back that featured a conference room with Sellers milling around waiting for a meeting to start. The Sales Manager enters and announces that we “are going to see our clients right away,” and distributes airline tickets as smiles appear all around. It is essential that we let our best clients know that we are willing to fix what needs fixing in our relationships.

Reach out to the top accounts in your business. Pick a workable number but make certain they are the top 15% of your business. Send a survey via e-mail, fax or snail mail. The questions are few but powerful:

• From 0– 10, how satisfied are you with the job being done by us?
• What two (2) things are we presently doing that should be continued?
• What two (2) things aren’t we doing but should start immediately?
•  From 0– 10, how satisfied are you with the job being done by your Sales Rep? 

Plan on a quick follow-up phone call. Better yet, go see them but not in a selling mode. Management should accompany Sellers for this visit. Let them know how important they are to us. Heck, bring a chocolate cake! 

We’ve all heard the saying, “perception is reality.”  Without asking our clients what they really think, we may never know if our customer’s perception matches our perception. Don’t leave that to chance!     

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 the SLH Sales System.