Executive Interviews Reveal Best Sales Techniques
Each spring, with new catalog in hand, I tagged along on sales calls with our distributor client's best sales people.
I had a mission and here's how it worked. The sales person would introduce me and then leave, giving his client and me the privacy to really talk. My goal was to truly understand what was working for them and what wasn't.
I laid the new catalog out in front of my client's client and we walked through it page by page. We talked about his business...competitors...what he likes in a sales person...
"What differentiates the many salespeople who call on you?" I asked.
"Well, I particularly like the sales person from Company XYZ," he said. "This guy, Scott, knows my major events throughout the year and he always calls me in ample time before each event to offer good product and pricing.
"Last week he called about the golf outing he knows I have in two months and offered to help with the golf shirts. Of course that's his job, but NOBODY else has it on their calendar, only Scott does and he gets my buy every time! And he's not even the lowest price."
With CRM technology, it's easy to keep track of important events and milestones and be knocking on your client's door at just the right time and with just the right offer.