Sell­ing the deal be­yond the pitch

Get staff on board with these easy sales tips, writes Cara Jenkin

The Advertiser - Careers - - Advice -

SALES staff need to know the dif­fer­ence be­tween hold­ing ef­fec­tive sales con­ver­sa­tions with clients and man­ag­ing a sales ter­ri­tory or port­fo­lio.

Sales, mar­ket­ing and lead­er­ship con­sul­tant Troy For­rest, prin­ci­pal of 42 Mighty Busi­nesses, says out­bound sales roles re­quire dis­ci­pline to find, part­ner with and serve clients be­yond the pitch.

He pro­vides tips on how to make the most of a sales re­la­tion­ship:

KNOW your num­bers. ‘‘ Whether your busi­ness fo­cuses on full-year rev­enue tar­gets, monthly profit goals, weekly or­der value or daily call rates, you can’t make good ac­tiv­ity choices with­out keep­ing abreast of your de­sired and ac­tual mea­sures,’’ For­rest says.

WORK out where to fish. ‘‘ A prospect or client list is vi­tal to map­ping out a sales ac­tiv­ity sched­ule,’’ he says.

‘‘( There are com­puter) sys- tems (that) can help you re­mem­ber who you should be spend­ing time with but only if you up­date them ac­cu­rately, fre­quently, and that you ac­tu­ally use the in­for­ma­tion for your next call ef­forts.’’

PRI­ORI­TISE your ac­tiv­ity. ‘‘ Rank prospects and clients ac­cord­ing to the sales op­por­tu­nity (im­me­di­ate or fu­ture), ease of re­ten­tion or con­ver­sion or their im­por­tance as a mar­ket in­flu­encer, then plan your days ac­cord­ingly,’’ he says.

‘‘ Many a well-in­ten­tioned sales rep bombed be­cause they poured their ef­forts into small leaky bas­kets.’’

IN­VEST in pre-call and post-call ef­forts by spend­ing time each day map­ping out what you aim to achieve.

‘‘ What you’ll ask and show in sales calls is a proven sales dis­ci­pline,’’ he says.

‘‘ Se­ques­ter­ing a small amount of time each day to carry out all fol­low-ups is sim­ple but sadly rare.’’

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