This blog is not meant to disparage the average copier salesperson. It's more about taking the talking points and making improvements so that you can become the above-average salesperson.
Five PM rolls around, and it's quitting time; working late is not an option.
I'm okay with not hitting my revenue quota; it doesn't bother me at all.
A client calls you after 5 PM, and you know who it is, but you let it go to voicemail anyway.
The only time a prospect has to see a demonstration is on the weekend. This is a problem because you don't work weekends.
They are not involved with social media to promote their knowledge or skills with others.
They do not take the time to educate themselves about their products or services and rely on others to answer all their questions.
They don't have the time to share their knowledge with new reps in the office.
I could probably rattle off another ten points on this subject. Sales is not a 9-5 job; if you want 9-5 work, then go work at McDonald's. Oh, that's right, McDonald's now has automated kiosks to take orders; maybe a bank teller will do?
It's 11:28 PM, and I just finished sending a couple of emails to prospects. Nothing is better than sending late emails to prospects because it shows that you're a hard worker. DMs like and trust people who work hard.
I picked this up somewhere, "prospect by day and quote by night." I still do this when I get behind the eight ball. Most of November and December will see me working late into the night because I care about obtaining my quota. In fact, I always want to exceed the quota. Sometimes it works, and sometimes it doesn't, but after years of selling copiers, I still have that desire to succeed.
Think outside the box, be different, give your client a unique experience when you meet. Try bringing coffee, maybe some company pens, pads, or candies. Do something that makes YOU stand out from the others.
It's now 11:35 PM. I have a busy day ahead, and I hope this helps someone!
-=Good Selling=-
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