Sales Journal Day 58
Yay, it's Friday and today was a good way to end the week, not the great way that I had hoped but we can't have everything our way. Not getting those things that we want will keep us on the path to the finish line.
I had a bunch of items that needed to be completed before my 11AM appointment with a net new account. I was working by 7AM this morning working on developing a side by side comparison for the client. I took 6 key features that the client stated they had to have, put them in the spreadsheet and low and behold my MFP is tops on the list. My side by side would include those models of MFP's that I think the other sales people will offer. For me it would be logical models to offer based on the clients needs.
I learned many years ago that what I think is the right choice may not be what the competition is thinking. I can remember losing deals because I proposed what I thought was the right device and got smoked a few times because I didn't check out what other models might meet the clients needs. In some cases the competition went higher and some lower specs, in any event I tipped my hat because to those sales people because they did a better job. I learned my lesson the hard way many years ago by losing those deals like those.
Today I put some feelers to our Print4Pay Hotel members and received the data I was looking for. At this point I feel more comfortable with the device I selected even if the competition goes lower or higher.
The 11AM meeting went very well today. I don't think it's an opportunity to close next week just because of the logistic issues with the prospect. I'm hoping but hope can't make the funnel for next week.
I did receive another order today and that was for the pre-owned wide format for a net new client. I've been on this trail for the better part of two years.
I made all of my calls early in the day and by days end I did not hear back from the two other opportunities. I'll be picking these back up on Tuesday and give it a day to let the ball travel and see if I get those calls on Monday.
Numbers for this week were $26K which is a decent week. Going into next week I'm only seeing $22K for those two opps that I've mentioned all week. Looks like most of next week will be spent in trying to build some additional opportunities. I've got a lot in my funnel, however most are stalled because of COVID.
When your funnel is stalled and you find your self waiting for things to happen is when you fail. Losers wait for things to happen, and I've learned the hard way. After many years you just know when it's time to get to prospecting more than normal. Winners make things happen.
At this point in the month there are 12 selling days left. I like to think of it now as I still have more than 50% of the month left to make things happen.
-=Good Selling=-
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