Farquharson/Tedesco on Business Development: Trick-or-Treating for Salespeople
Similarly, you need a realistic, actionable plan to guide you to success! Every successful plan should have two characteristics: efficiency and effectiveness. Efficiency can be something as simple as how you schedule appointments and manage your sales territory. Take yourself through a territory-planning exercise and determine which stops you can make along the way. Then, extend that exercise to plan how many stops you can make per week and per month.
Now that you have a plan for making sales calls, make sure you know what you're going to say when you get to each client. Tailor your presentations and your solutions to the needs and desires of your ever-changing audience.
Think. Trick-or-treaters quickly learn to think on their feet. Is this neighborhood dead? Cross the street and move onto another one. Teenagers approaching, looking to steal your candy? Better find a new route, and quick.
Effective salespeople think about what their customers are saying and quickly adjust accordingly. Your prospects will usually tell you exactly what you need to do to win their business. If you're smart (and we know you are, since you're reading this column), you'll be ready to change your plan on-the-fly based on what you hear.
Tact. Tact is important for trick-or-treaters. If a kid gets a lousy piece of fruit at one house, he knows to keep his mouth shut about it. Otherwise, the adult might remember his outburst next year, when she's giving out king-size Kit-Kat bars.
APTT salespeople will always keep a "Tact" tool in their hip pockets and exhibit composure and calm in situations that call for it. A little tact and consideration can go a long way toward securing new business.
Remember that you're in business for the long haul, not the quick job. That's why it's worth it to hang in with good prospects and wait for the right opportunity to win their trust, their confidence and their work.
For further information, please visit BillFarquharson.com