TIPS
READER TIP Your Daily Commitment
As a sales manager, one of the most important responsibilities I have is to train my staff. I am al- ways looking for ways to improve my training techniques, theories, and practices. However, I have learned over the years that you can over-train to the point that the focus gets lost. I try to keep my staff members focused on the basics of selling and then let their imaginations work from there. We have what we call the “Daily Commitment.” 1. See Enough People. We require all of our salespeople to have six prescheduled appointments before they leave the office.
2. Sell Something. We realize it is not always possible to sell something every day. How- ever, we must keep them focused on attempting to sell something every day.
3. Do Today’s Paperwork Today. Do not carry over your paperwork into tomor- row. The delay is a big time waster, and there will be a greater chance for errors.
4. Do Your Scheduled Follow- Ups. You cannot allow yourself to follow up only on certain days of the week. Your competition will be fol- lowing up every day.
5. Today, Set Up Enough Appointments for a Full, Productive Tomorrow. If you don’t plan your day in advance, it will plan itself for you and you will not be as productive.
– LARRY AKIN SELLING TIP Why Ask Questions?
No matter what you do for a living, knowledge is power. And the only way you’re going to get that knowledge is by asking questions to: • Establish an atmosphere of control and put you in the driver’s seat. • Help you determine how cooperative your prospect will be. • Learn valuable information about client needs, desires, and problems. • Help you identify clients’ opinions, styles, and need for your product or service.
• Help you avoid rejection and save time. It’s a part of the qualifying process.
• Help build trust and rapport. One of the highest compliments you can pay a person is to be sin-
cerely interested in what he or she has to say. Get the prospect involved in the process.
– WILLIAM F. KENDY
SALES ENABLEMENT AT TRINET: CAROL SUSTALA
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You can’t cross the sea merely by standing and staring at the water. RABINDRANATH TAGORE
SELLING POWER JUNE 2017 | 5 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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