I loved the product – wanted to talk to the vendor about it – but no one answered the phone when I called.
Filled out the form – never got a call – even tried to call them myself – no answer.
Tried to call them, didn’t have a name – got into a mailbox software product that would not listen.
Frustrated callers equal lost customers.
We do so much work on our cell phones and email and text that often we forget that the listing for our company, the website, and many other sources is our office phone number. If no one picks it up or it doesn’t work right – your call is never answered and you lose.
People don’t keep trying to call - they move on to NEXT!
Recently, I was trying to call an organization I am a member of – I didn’t have a name of who could help me with my issue; thus – I could not even get past the phone system. I was and am still an unhappy camper.
Three keys you need to check on your connections to make sure you are not losing business.
Every year this company went to a big tradeshow and gathered hundreds of leads. Yet only the few hot leads were ever worked. How do we change this to make it work?
Getting time sheets from the consultants in on time was a nightmare for the billing department, but this was the way it had always been done. Is it time to change the process?
This is how we hire new people. Yes, it was the process built when we had only 5 people. But if it worked for 5, why not 50? Look at the results and tell me why?
How many processes do we have in place that don’t work any longer, or they produce poor results?
Yet we keep them in place and keep doing them.
We may simply just not be aware of the problem? Yet, someone is.
We may like them and not want to eliminate them.
We may just be too busy to even care.
But these are causing problems with your success and your path forward. They could be costing you real time and dollars. Plus, please understand that bad process can lead to bad attitude as well. People hate doing things they know don’t work right.
But give them a chance to get involved in the solution– wow?
Let’s look at some things you can do to improve the process.
Every day, you are bombarded by every new way to sell. Everyone has the latest and the greatest method. Go onto Facebook or LinkedIn and you will be overwhelmed by ads.
All these, by the way, are great.
I use them all myself.
But, sales is done by you, not by the tools.
People buy you.
If they don’t talk to you, that is never going to happen.
If you feel frustrated because you know this and can’t convince your team to do it,
Join the gang.
Trouble is – we have to stop ignoring this key factor and start executing it.
If your sales is not growing, I strongly encourage you to give this a very detailed look.
To create great sales, you still need to pick up the phone.
You still need to make all kinds of calls, including cold ones.
You still need to interrupt people because that is how sales start to happen.
Let’s look at 3 keys today.
In basketball when you have to practice fundamentals – it means going to the foul line.
In golf, fundamentals means hitting balls and balls and balls.
In soccer , it means kicking the ball again and again and again until it does what you want every time.
In sports, it is always about fundamentals.
When you have a problem and are not hitting the target, what does the coach say every time, “get back to the fundamentals.”
Based on that sound assumption, why when it comes to sales would it be any different?
It would not.
Why do we as sales people look at every other solutions out there but fundamentals.
How about working, practicing a sales call?
Sounds to simple to me Manny!
When you talk to the great superstars you find they were practicing foul shots 2 hours before the game. And they already had an average of over 90%.
They hit 1000 golf balls before lunch and already had no handicap.
They scored 3 goals the last game and have been working on their kick for the past 2 hours.
You as a sales person can do this too by working these 3 things.