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, multi-color,
glossy piece of literature for every product or service they offer
A DVD containing a powerful presentation of every product or service they offer
A
website containing a streaming video of the above
A concise description of every competing product with an accurate analysis of the strengths and weakness of those products
Ditto for every competing company
One Trusted Source
Find answers to your sales questions, interact with other professional salespeople, find vetted, powerful ideas and techniques to become excellent at your job.
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 on-line 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
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 response to each of those objections
A compensation program that pays him forever for every sale, and never reduces his income, regardless of the results.
Prioritizing & Focusing - A key process to build into your routines
In this seventh of a series I unpack my recommendations for habits, attitudes and disciplines to intentionally put into your personal routines and your corporate culture to provide the tools you’ll need to survive and thrive in these complex times.
Everyone needs a bit of inspiration, education and motivation.
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