Sales Gym

Many sales people have the will to win – but do they have the will to prepare? It is very easy to forget how to sell and enter the world of “winging it”. This is a sure sign that complacency is going to set in with a major “cock up” looming just around the corner.

WP continuously draws comparisons with the sports world – in particular the gym. The “Sales Gym’ is all about preparation and getting ready for the customer interaction. Don’t ever turn up without having worked out in the “Gym”.

Some thoughts:

  • Do you know why you are turning up to a customer or phoning them – have you defined the purpose?
  • Getting ready for the meeting can be viewed in terms of the 3P’s

Purpose – why am I there?
Process – What am I going to say?
Pay off – Is there something in it for them and us?

  • Don’t forget the supporting materials you may need – catalogues, case studies, fact sheets, something to leave – don’t be fumbling around, have it to hand.
  • Have you got any information on the customer, what they may want, history or past dealings.
  • Are you ready for the any objections that they may have? What will you say if they are raised?
  • Have you thought about their “World” – what is important to them? Have you considered the hot spots and button pressing phrases that will connect?
  • Have you prepared the pitch and are you ready to deliver it with conviction and passion – remember the Features, Benefits, Impact and Evidence model.
  • Do you know who you are going to meet or have you had the chance to speak to them over the phone before the meeting?
  • The opportunity of a brief chat before a more formal meeting provides a reference point and helps you to build that initial rapport.
  • The meeting or phone call, first thing is SMILE, you have a short period of time to build trust, establish rapport and build credibility. The more you have worked out in the “Sales Gym” the better your chances of success.

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