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He Who Fails to Plan, Plans to Fail  01.03.2007

 

There is no substitute for planning and preparation. There is also no substitute to knowing your product or service inside out.

Let’s say for example you run a telephone company. Your goal is to get as many people as possible to switch to your phone company leaving their current provider. You must first believe in the service you are providing. You must also know your ‘service package’ inside out. What are the features, advantages and benefits in switching services to your company? You must know exactly what your competition is offering and what package the prospect is most likely on. Before making the call, or sending information you need to know who the correct person to contact would be.


On this last point it amazes me how companies send mail to me addressed as following:
To the Owner / Director
Inspire Consulting


This is another prime example of what an average sales person does. They don’t spend the time adequately preparing. If someone is sending me mail, and it hasn’t got my name on it, then straight away I think that it is junk mail, which of course it always has been. I have given very little time to reading the contents as a result.


“Luck is a matter of preparation meeting opportunity.” Oprah Winfrey

Ask yourself: Are you 100% prepared for each prospective customer you encounter? If the answer is no, then decide on 2 things you can do this week to be better prepared. Examples include:

  • If you deliver sales presentations make sure you adequately practice your presentation. You must also know who you are addressing and as many details about the target audience as possible.
  • Real Estate Sales Agents should bring a digital camera, ‘For Sale’ signs (etc) and relevant documents for signing to each prospective client meeting. An agent I called the other day couldn’t even find a pen to write details down with….
  • If your presentation requires the use of a computer you should always have a contingency plan should there be a problem.
  • If you are selling widgets, you must know what problem it solves for potential customers and every reason why they should buy your widgets.

Copyright http://www.blakebeattie.com// 2007