Q. How do you sell when you don’t have all the tools you should have?
A. I’m not sure there is a sales person on the planet who thinks he has all the tools necessary to do the job.
Here’s a list of some of the tools sales people would like to have:
* A well done website with a webpage for every product or service they offer
* A video on the website that contains a powerful presentation for every product or service they offer
* A concise description of every competing product with an accurate analysis of the strengths and weakness of those products
* Ditto for every competing company
* Instant cell phone availability of his manager, and every key person inside the company
* The ability to access costs for every product and service, and the ability to set prices to anything the sales person feels will get the business, regardless of profitability.
* Instant access to an accurate online inventory of every product
* A well done, thorough account profile of every account
* A researched and qualified directory of every prospect
* Unlimited cell phone access/data
* Unlimited mileage on a company car
* Unlimited and instant access to a sample of everything
* A list of perceptive questions to ask to uncover the need for every product and service
* A set of letters of recommendations and testimonials for every product and service
* A list of objections to every product and service, and a well thought-out, powerful responses to each of those objections
* A compensation program that pays him forever for every sale, and never reduces his income, regardless of the results.
This is by no means a complete list. I just arbitrarily stopped adding items to the list. I could probably double the number of items on it if I really tried.
