The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
Like many professional sellers, I travel all the time. Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is seat 3D. Air Canada and America are my preferred choices and I am always pleased with the levels of service they provide their elite fliers.
Concierge service, priority numbers, access to the best seats and best flights, upgrades, free food and drinks – it really does pay to be a top tier with these two airliners.
I need to be productive when I travel. For me, that means a business class seat for room and privacy, power, and WiFi. After all, this is my office! This month, I was surprised to be be missing key elements from these requirements with both carriers.
Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. We want the buyer to be faced with an apples-to-oranges comparison. Now, why do we want that?
Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details. After this, you’re transferred to a rep who then asks you for those exact credentials again. That rep, who can’t properly answer your inquiry, transfers you over again to another rep who asks you to verify yourself one more time.
It’s frustrating just to think about it, right?
Response rates are critical in sales. After all, if you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a sale.
Smart sellers know that email marketing to a warm list of buyers is a profitable way to both keep in touch with your current customers as well as attracting new buyers.
That being said, you must pay attention to a few rules to ensuring your emails are responded to positively.
Recently, I was working with a client on some planning for their sales team. Specifically, we were creating action plans for every sales team members so that they would know how many calls, emails, meetings they need to take in a given day, week, month or year in order for them to hit their goal.