Geesh, the days just seem to be flying by now. Twenty two days left and much to get accomplished.
I took a few minutes to look at the month of December to see what day Christmas falls on, and it seems that I have a little bit of luck on my side (at least for now). Christmas will fall on a Sunday this year, Saturday is Christmas Eve, which means mostly everyone will be working a full day on the 23rd. Whew! I hate to lose selling days especially down the stretch.
I had made a goal of setting five appointments today, I fell short as I was only able to schedule three. I logged somewhere in between 35-40 calls, spoke with 6 DM's which gave me the three appointments.
I'll be working tomorrow, calls in the AM should be ok, however after 1PM it's probably going to be next to impossible to get a hold of the DM. I have forty some calls scheduled, I'm hoping to have them cleared up by noon.
I did not schedule any appointments for today, as I stated in the previous blog, my time was dedicated for tryin to fill the first week of the month with appointments. I was also able to follow up with some of the opportunities that I have open for November. Tomorrow is the last day of my month and I moved almost all of the open ops to December and even had to move three to January (that hurts), but they were small revenue ops. Thus the pain was not as bad as moving a 20K or 40K op to the new year.
The other day, I had a net new account get hot for a refurbished (that's what the client was looking for) copier. I don't have refurbished copiers, let me back track, I can get those, however I'd rather sell new, especially to a net new account. I learned a long time ago to give the client what they want. I scoured our list of pre-owned and spotlight copiers and I came up with two choices. I really wasn't happy with either of those choices because those copiers were sold old. In addition, someone could sell a new system for less than what I would charge of one of the pre-owned aka spotlight systems.
So, what's a copier sales person to do? I knew I could get priced out with those two devices, the client was looking for refurbished, and I was not happy with my devices. I got creative, and I have done this in the past.
Keep in mind, that at this point in the sales year for me it's about revenue, hitting my revenue levels will pay me what I want.
I sent a price list over for three devices, two of the pre-owned/spotlight copiers and a price for a new system. With that new system, I stated we only had one, and that system was on a special price because of a lost order (never mentioned the system was new, I labeled it as lost order copier). Ok, I know, there was no lost order, however I needed to create urgency in the sales process, and wanted to close this order up ASAP.
Later in the day, I had an email that they were interested in the "lost" order A3 black copier. But, asked if I could lower the price. Ok, I'm not going to email a response, but I will make the call. Once on the phone with the DM, I stated if they ordered today, I could save them $50. I was then told that, "we were hoping for something more substantial". With that statement, I dropped back to my value points and make it clear that they were buying a brand new system, because the copier was never delivered. A minute later we had a deal, 30 minutes later I had a signed order doc and a copy of the check. Not a big deal, but it was one of the orders that I wanted to process today.
I've got one more order that may close tomorrow for two devices. Not a biggie, but it would be nice to get the order on the last day of the month.
Amount Sold Today = $3K
Total Revenue to Date = $106.5K
New Opportunities Created Today= $0K
Total New Opportunities Created = $239K
Revenue Required to hit 200K Goal = $93.5K
Lost Opportunity Today = None
-=Good Selling=-
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