Probably the most heard of salesperson remark is: “Just had a fantastic conversation with a prospect...!” Good news of course, only it says very little about its nature or its follow-up and absolutely nothing about the chances of reeling in an order. Imagine what would happen if some way or other you dropped out. You’ll do well to be prepared if you care about your future client and your relationship at all. That’s fine for your organisation and certainly as fine for the prospect you just met...
(59) Client and future geared salesmen put down in writing all agreements with clients and prospects. You never know... ⇐
Since we’re on the subject of writing things down, let’s take a look at what those so called ‘sales pipelines’ are really worth. Sales managers who focus on what’s in the pipeline and who constantly report and communicate this, are bragging about something they haven’t got yet. You won’t believe the times I saw whole sales teams concentrating on filling in pipeline reports for hours on end in order to get a good assessment. Don’t join in! Your assessment will be a lot better when you spend the time you save on pipeline reports on getting orders...
(64) Mentioning your well filled pipeline only helps when you occupy yourself with the conversion of prospects to clients. ⇐
It’s no wonder that you and most of your sales colleagues loathe doing admin. Still, it’s all part of the job, especially in regard to the advice I gave earlier. The trick is to limit your reports to the essence and to do this in a flexible manner in between sales activities. Planning reports at set times will have an adverse effect on your results. The same goes for compulsory sales meetings by the way. Not that they’re not useful, but because it could just so happen that a prospect asks you to shed light on your proposal at the time your meeting’s scheduled. For that’s when your prospect has time. I’ve always given priority to my prospects over my own commitments and apart from my bosses’ frustrated looks that got me many orders...
(60) You get to plan most of your tasks yourself. Except sales tasks. Your prospects plan those for you. ⇐
• This amusing video pokes fun at ‘important’ sales reports.
By now it should be clear that I believe your chances of getting orders are a lot lower when you visit prospects without proper preparation. Careful processing and rapid completion of what you’ve agreed on, should be at the top of your To Do list. However, remember that 99% of the time your prospects can only be reached between 8 a.m. and 6 p.m. So be sure to organise your activities in those hours, if you plan on contacting many prospects...
(61) A salesperson sells when his prospects are awake. He does his preparation and completion when his prospects are asleep. ⇐
You may be tempted to start negotiating as soon as possible, as this takes up most of your sales time. However, for the benefit of a long term relationship, it’s better to occupy yourself with the prospect’s demands and finding the best solution first. Never have I come across a prospect who didn’t agree with me on this one. For no one will base their decision on price or quick delivery, the latter being an insufficient solution. You must realise that the pain of paying invoices will be long gone when the joy of choosing the right solution is still present...
(49) With a procurement officer you discuss the best terms, whereas with a prospect you look for the best solution first. ⇐