|
|
Like this article? PLEASE +1 it! |  |
|
Less Than 100
Written by: Maura Schreier-FlemingArticle Overview: Having an objective for your sales call is just the beginning. Having a back up plan ensures success.
 |
Free Download - What Makes a Great Salesperson By Maura Schreier-Fleming |
Less Than 100
As I left for school each morning, my mother would say goodbye to me. If I were having an exam that day she’d add, “And don’t come home with less than 100.” Does that sound cold in today’s environment of self-esteem and self-expression? It didn’t to me. It was the beginning of my sales training.
What my mother did for me was to define clearly the limits of my objectives at school. In my case, A’s were both the upper and lower limits. In sales we tend to know our upper limit of expectation. It’s to make the sale. We sometimes forget to establish our lower acceptable limit. Here are some ideas for setting lower limits to maximize the success of each sales call.
Your sales objective. Begin each sales call with at least one objective. Sales is a process. Setting your objective is just one step in the process. Your objective will answer the question “If this call is successful what will result?” And you can’t say to get an order. Reasonable objectives are ones that move the selling process forward. Reasonable objectives for a sales call are presenting a solution and getting feedback, getting agreement for a product trial, or meeting a key decision maker.
You may have found in your selling that your customers follow a different script than the ones you write. Because of this we also need to establish a minimum objective for each sales call. This is what you leave the sales call with if you don’t reach your first objective.
The minimum objective. If the key decision maker is called out for another meeting, your minimum objective becomes presenting your solution to a subordinate. You can then learn more about how the key decision maker thinks and get the subordinate’s approval for your solution. If the agreement for the product trial becomes elusive, your minimum objective is to identify the steps to take before a trial can take place. Then get commitment for a trial when those steps occur. The key decision maker may tell you he is happy with his present supplier who happens to be his brother-in-law. Your minimum objective becomes getting a referral for another company who could be a satisfied customer. One marketing executive of an international high tech company told me that 35% of the customers who cannot buy from you, feel a desire to help, and will make a referral. If you don’t ask, you won’t receive.
Reality will get in the way. A’s were the objective in school. I knew what I was expected to do to achieve my objectives. I studied and maintained a positive attitude. Even with my objectives, the reality was I didn’t get all A’s even though I learned a lot. Now that I’m selling I also know what is expected to achieve my goals. I prepare sales objectives even though I don’t make all of my sales.
We are hopeful to make a sale each time we make a sales call. While making a sale every time is optimistic, coming away with something more than you started with is realistic. Being prepared to set maximum and minimum sales objectives will help move your sales process forward to a satisfactory conclusion. Let me say goodbye and wish you good luck on your next sales call. And if you come home with less than 100, at least come home with something that makes the grade.
Article Tags: acceptable limit, decision maker, expectation, objective, self esteem, self expression, subordinate
|
About the Author: Maura Schreier-Fleming RSS for Maura's articles - Visit Maura's website  Click here to visit Maura's website   Fit into Sales Success Do AskDo Tell Sales Killers Nervous Knots What Makes a Great Salesperson |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Recommended Article for You
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Milly Sonneman, Effective Presentation Skills Training
MLM Businesses: What Is The Deciding Factor In Your Success In MLM
The Office Bully
Important "Lessons Learned” For Leaders, According To Your Strategic Thinking Business Coach
Direct Sales Business Pursuit of Abundance
Never Give Up! The Power of Determination 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Convening a focus group for a niche product
Starting A Set of Books
How to Develop Your Powers of Thought.
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.