Recently a trade magazine interviewed me and the questions they asked and my answers were excellent reminders of what sales people and managers need to practice to take their sales volume to the next level.
What key elements are often overlooked, forgotten or not practiced when it comes to selling?
- Getting to the profit center leaders after sales are made to learn what it will take to make this person see you the sales person as a valuable resource to himself and his company.
- Becoming associated with the solution rather than the problem. You the sales person must connect with the profit center leader and his staff after the benefits of the sale have been felt. They must realize your efforts made those benefits happen. Otherwise, they think their subordinate was responsible or it was a simple task that any of your competitors could do. Most sales people only get to see the leaders when problems occur and a big sit down is mandated. If this is the only time you the sales person get to the executive suite for a full discussion, you’ll only be associated with problems. And who wants to do more business with those thought of as problems.
For more on this topic see my article on sales management - MANAGE DIFFERENTLY FOR MORE SALES, BETTER SALES & FASTER SALES - 2 Suggestions