25 year ago management teacher Peter Drucker said that, "The fax, the phone and the modem is the office of the '90s." In the 21st Century e-mails and all of the other Social Network systems are a vital part of connecting with clients.
Door-to-door cold calls are so very 20th century. I get most of my billing from my desk. Or should I say, the iMac on my desk. How else could I handle a list that runs from South Carolina to Portland to Orange County. When gas was 25 cents a gallon you could afford to drive all day. The business is right here on my desk, along with the Radio Sales Cafe and the RAB website.
Steve: I agree. A phone call and an email just don't seem to have the same level of connection for me. Now I am not saying that others cannot do it, but I kn ow how I can be when on the phone with a sales person... hurried and some times distracted. My average rep is "calling on" about 50 accounts... 25 on a weekly basis. My town in about 15 miles across and even the worst of their cars can do that on a gallon of gas. I think it's worth the investment. But.. I could be wrong.
One of the most valuable pieces of sales advice I ever received was when you don't know the correct answer to a question from a client or potential client, never lie or try to make up an answer. It will surely come back to haunt you. Simply explain honestly that you are not sure of the answer and you would like to check the facts and get back with them. This doesn't make you look stupid, it actually makes you look quite smart.......and honest! Just make sure you get back to them with the correct answer(s) in a timely fashion.
An early mentor, Neil Cary, gave me a piece of wisdom that has stuck with me. "90% of sales is just showing up" He said this after I had landed a 3 station buy from a spur of the moment walk in. It was December, and my client had just learned he has $$$$ in co-op money that had to be spent before the end of the year. I "showed up" at just the right time!
To ALWAYS Follow Up!! The fortune is in the follow up!
This came from the first really tough sales manager I had Terry Pritchett.:)
He is one that I dedicated my first book, Field Guide To Sales, to.
Happy Selling This Week!:)
Don't be a chiquita. (dollar your customers to death) ask for the big business and the long term It works most of the time and helps you to qualify your clients for futre business. Learned from Paul Weyland and a KBA session. Most everything he says is accurate. His blogs are a must read!!!
two pieces of advice given to me years ago. NEVER ASSUME CLIENTS BUDGET, and SELL YEAR CONTRACTS NOT PROMOTIONS. also another one just for kicks. tell your sales people to go out and try to get 10 consecutive no's. if your doing it honestly it wont happen. good luck, randy brooks
Jim Williams was "The Man" as far as I am concerned. I will never forget his week-long sales course. I quote him to my salespeople often. One of the many things he said 34 years ago that I have never forgotten was