When Should You Really Leave

When Should You Really Leave

by | 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.

  1. 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.
  2. 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.
  3. 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.

Aim For Excellence

Aim For Excellence

by | 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