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.
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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 scarcest asset. They never have enough time. That's why they use voice mail, and gate keepers - 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:
- How can I sell when I'm not the lowest price?... There are a variety of answers -- too many for just one column. But, we can identify one of the most powerful ways to deal with this problem. "Low price" is not the main reason people buy! In every survey of buying motivations I've ever read, low price is never the primary motivation. Yes, it's important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price. How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black & white TV?.... {Read More}
- Dealing with Difficult Customers... Difficult customers come in a wide variety. There are those whose personality rubs you the wrong way. They may not be difficult for someone else, but they are for you. And then there are those who are difficult for everyone: Picky people, know-it-alls, egocentrics, fault-finders, constant complainers, etc. Every salesperson can list a number of the types...{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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