My wife had a date to shop for furniture, have dinner and go to a movie.
At the furniture store a sales person was very accommodating. She was very passionate about the products she was selling, and indeed sold us a sleeper sofa. Once we agreed to the purchase she immediately moved from the sleeper to selling other supplementary goods, customized mattress, fabric protection etc. She already had one sale she pressed for more.
Next to dinner, we’re greeted by a very knowledgeable and attentive waitress who presented us with an array of options and specials. She pleasantly was selling everything but the kitchen sink! We responded and she got a nice tip.
Finally, off to the movie where a young man suggested we upgrade our popcorn and sodas to larger sizes for $.50 more, as we declined, he than encourage us to buy a T-Shirt that would give us free refills of popcorn for the next year if we wore it to the theater! Although we declined, again he was undeterred and asked if we wanted butter on the popcorn. I loved his tenacity, wanted to hire him on the spot!
All these sales people were relatively young and somewhat unsophisticated by B to B sales professional standards. Yet both my wife and I were very impressed with their professionalism and basic understanding that they were there to sell!
They were schooled in upselling and crossing selling fundamentals, as well as the notion if you can’t sell the “big” item, try for a small sale, thus, if you can’t get a steak get a sandwich.
As I reflected on the evening, I thought how some seasoned sales professionals we work with could benefit from revisiting these very basic concepts, to enhance their sales performance.
Often sales people get very comfortable selling one or two goods or services that they feel comfortable with and are reticent to go outside of their comfort zone.
The morale is look for options, present them enthusiastically, stretch outside your comfort zone, you’ll sell more!
Copyright © 2014 Dave Neal
An old boss of mine used to say, “if it ain't written down it doesn't exist"!
The implication for planning is very clear, translating an idea to something on paper, then refining it and committing to it is simply what the best sales professionals do.
Well thought out plans are why the best sales professionals produce 80% of all sales.
If you don't know where you are going then any road will get you there!
It is remarkable the number of sales people who never develop a sales plan for themselves and even more remarkable how many companies don't require their sales managers to develop a sales plan for their respective sales teams.
There are three critical components to any effective sales plan;
1. Develop goals that are measurable
2. Create the critical activities to achieve those goals
3. Establish a tool to track both goals and critical activities (CRM)
One last point, both the sales plan and the individual sales plans need to be precisely aligned with the company's overall strategic direction. The process of getting these three plans in concert with one another ensures success.
It's never too late to develop a plan, 2013 will be a better year for those who plan properly.
If you need help designing and implementing a sales planning process give us a call.
Copyright © 2014 Dave Neal
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