Every month I receive a variety of questions from salespeople and their managers. These come from a variety of sources - my live seminars, the monthly phone seminars, questions that are sent into my newsletter, and issues that arise in the course of my consulting work. Out of all of these, I select those that I think have the most universal application, and respond to them here.
If the time allowed for a sales call is too short, should you cancel or reschedule?
Good question. To put my answer in perspective, remember that I believe that time is the customer's scarest asset. They never have enough time. That's why they use voice mail, gate keepers, and set agendas - to help them get the most out of their days. It is so difficult to actually get face-to-face selling time, that I believe any time should be treasured.
I've said all of that in order to say this: Take the appointment, even if you know you don't have enough time to do what you want to do. That gives you an opportunity to make a personal contact, and to help the customer get to know you and your product better. Do as much as you can during that first appointment, and, before you leave, make an appointment for the next visit to complete what you started.
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If you have any comments or questions, email them to me. I do, of course, reserve the right to edit.
Here are a few articles by Dave
that you might be interested in reading:
- Dealing With Your Customer's Time Constraints... This is a real information-age issue. You know how confused and pressured you feel these days. Your customers feel the same way. As pressures brought on by rapid change, growing competition and the need for every organization to become more streamlined and efficient have hit your customers, many of them have reacted by trying to make everyone more productive.... {Read More}
- How Can I Sell More When I Have So Much to Do?... How can I sell more when I have so much to do? You have new products to learn, paperwork to complete, hundreds of customer problems to solve, meetings to attend, inside people to cojole, managers to mollify - and, on top of all this, you are expected to sell something! Let's start by identifying one of those essentials. Think about the sales process - the activities that it takes to make a sale - and certain key activities come to mind.... {Read More}
There are also many other action-packed articles for sales professionals that offer how-to solutions to every day sales problems that you can read online at www.davekahle.com/article.htm.
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