ALWAYS PAY ATTENTION TO DETAIL IN SALES
One of the things that really got under my skin as a Sales Manager, were the salespeople WHO THOUGHT IT WAS OK NOT TO PAY ATTENTION TO DETAIL. Their note taking was lousy, record keeping almost non-existent and follow-up was a thing they had to do rather than a vital sales exercise to ensure the total sales process was tracked and followed explicitly.
I’ve even seen sales clerks and other back-up staff not take notes, or diarise important in-coming phone calls, or at other times, forget to inform the salesperson one of their prospect called while they were out. Sometimes those prospects were even wanting to place an order with the company, yet were stifled by uncaring people that should have known better.
I’ve even consulted with companies where the Sales Manager, or business proprietor, were the main offenders and would forget things, then pass them onto the salesperson a few days later because they didn’t take notes or keep records, but relied on their memory alone. Unfortunately most of the prospects had gone cold by then, or had bought elsewhere.
Here’s a word of warning to salespeople, managers, supervisors and support staff. If you tend to skim over details because you’re busy with other things and just don’t have the time to do things to the letter. You’ll create problems that may lose you a valuable client.
If you’re a salesperson or a manager that thinks you can shortcut your presentation because you’ve done it so many times before that you’re bored with it, you’ll also lose sales.
The professionals I know think of every presentation as an opportunity to create a new client, or to build on with an existing client. They know that every presentation is a new to their prospect and treat it with respect. Very few would do the same presentation the same way twice.
A dear friend of mine, Brian Price, recently departed, once told me that in over 40 years of selling he believes he had never presented the same product the same way to two different prospects. And his closing ratio was awesome – right up to the time of his death.
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