As I am training for my new position, I am riding along with some seasoned sales reps in their territories. It is amazing when I see see over and over again that the clients who have a strong relationship with their sales rep do the strongest amount of sales impact than presentations and training and all of those other sales activities that many of us sales rep focus on. It is important to convey information but just showing up and sharing info is not effective. It how the info is shared and how you first relate to the people you are trying to convey to.
First is the status of the relationship. How well are you trusted and how often are you in their lives. I witnessed today some very strong relationships that a sales rep has developed over time. What happened when he stepped in was excitement and their full attention. He had their attention and not because of new product or new information, it was because he cared for each of those people and was asking what all was going on in their lives as well as what was going in in his. It was pretty incredible. They were talking about their lives: Changes, updates and new info going on in and out of the workplace. Then gradually sharing the info he is there to share with their full attention. They are clear of distractions, fully engages into what he had to say and it hits home. It was very effective way to share the info in many of his partners.
Second, in that relationship, he also becomes a partner. If a customer is in need of attention, he greets the customer and the attention is diverted to the customer rather than himself. He will also sit down and design, consult, qualify, and guide the customer to take care of their needs.
It was a pleasure and privilege to watch a pro at work and know that some of the ideas and thoughts how I would approach selling and relationship situations is a healthy and prosperous way to build a sales territory to a successful and vibrant producer.
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