by Art Waskey | Feb 18, 2020 | Art of Sales Weekly
A big part of a sales reps job is to make sure he or she is up to date on vendor products. Staying current is a must, especially for new items and services, and product knowledge typically comes from attending vendor training sessions. In fact, most vendors require their distributors to maintain a minimum number of training sessions per year.
Vendors take pride in doing a good job of explaining and promoting their products to the people responsible for selling them. We have all come away from training excited about what we have learned and thinking, “Why don’t we sell more of their products? Their equipment or service is outstanding. It should sell itself.”
Manufacturers are skilled at training their staff to embrace their products and services and to pass the merits of each on to you, the sales rep. These well-produced training sessions can lead to an over-abundance of enthusiasm on the part of trainees, who begin to envision their customer base snapping up the product without much effort on their part. Beware of being “blinded by the light.”
Remember, your customer must have a need for the product before you pitch the “should buy.”
Your job is to investigate each customer’s situation by asking questions and to determine the value the customer will derive from the products you are selling. If you present a product solution without following the proper sales process you run the risk of alienating your customer. Don’t let your customer think you are more concerned about selling the vendor’s products than helping him solve his company’s real issues. You’ll know when you’ve pushed a product, as opposed to a solution, by your customer’s lack of enthusiasm for meeting with you going forward.
by Art Waskey | Feb 11, 2020 | Art of Sales Weekly
How many times have you arrived at a prospective account to find that your contact is not in, or is too busy to see you? These scenarios represent time wasted on planning, traveling, and in the waiting room, and lead to counterproductive thoughts like, “Will this be another day of six to eight worthless calls.”
But what if the failed meeting didn’t really signal an end to opportunity? Here are a few ideas to Strategize ways to extend prospective calls for your product or services.
- Always seek ways to build a relationship with the front office personnel. Engaged them in conversation and ask about their world. Sharing these details will create a relationship and they may become your sales agent.
- Never assume there is only one decision-maker. When the person you expected to see isn’t available, try to see someone else further down the chain of command. That person may actually be the one who makes decisions on your product or service or they may be able to give you information about problems with their current supplier.
- Drive around the building and look for the receiving dock. If the door isn’t locked, try to meet the Warehouse Manager. Get to know him or her and they may tell you who uses your products.
Treat each person you meet as if you can make a difference in their life, and yours. The best salespeople I know make contacts while waiting for appointments, between calls (even at the gas station) … wherever they are. To succeed in sales and life, keep your focus on meeting new people.
by Art Waskey | Feb 4, 2020 | Art of Sales Weekly
Defining Excellence
Successful Sales managers constantly search for measures of excellence for their sales professionals, keys to unlock their talents that make the ultimate difference maker in their careers.
5 Characteristics of Success
Mike Weller, president of Miller Electric Company, explained to me “The Miller Way” with its five characteristics that can make a substantial difference in your sales career.
- Tangibles: provide the highest standards when you take care of the people around you, your internal partners, and your customers; use values that stress the highest levels of integrity and focus on doing the “right things”; go the extra mile to help your partners succeed.
- “A” Team Players: Surround yourself with people who have intense “fire in the belly” to be the best team. Passion is infectious; contact with passionate people increases your effectiveness.
- People with a Positive Attitude: Align yourself with individuals who are excited about their work and life. We have a choice everyday regarding the attitude we will embrace. A small part of life is what happens to you; a bigger part of your life is how you react to various situations. A positive attitude can “make or break” a company, a home, or a sale.
- Measure the Items you Care About: Go out of your way to make sure you do the right thing for the long term; avoid continuous short-term solutions. What specific activities make you and your team successful? Measuring those activities creates long-term successes.
- Develop a History of Caring: Mentor others. help them overcome life’s obstacles and show them how to grow personally and professionally; help them acheive a better perspective on life. As people understand the context to which you go above and beyond to help them, they will freely help others in need.
Mike Weller summarizes, “The Miller Way incorporates trust, openness, and a caring attitude. In a solution-based organization, the tangibles keep growing. These tangibles help Miller to be the easiest company to do business with.”
Application
Consider applying these five measures of excellence in your personal and professional life. Talented, motivated, engaged sales representatives are a formidable competitive weapon in today’s marketplace.
Adopt the Miller Way
