The problem is that the poor often receive no formal training new sales manager. If they are really lucky they get to participate a Sales Manager Training program. Which in theory is great? Although in practice can be an enormousWaste of money.
The second key element, although closely linked to the first is becoming associated with the solution rather than the problem. You or your sales people must tie your company with the benefits that are being felt by the profit center leader and his staff. They must realize your sales people’s efforts made those benefits happen. Otherwise, they will feel their subordinates were responsible, or it was a simple task that any of your competitors could have done. In other words you or your sales people have to connect the dots for the executives, i.e. it was your sales people and your company that made the success happen. This has to be done verbally, in person and at the top level or else you won’t get your recognition or the chance to cement the C-Level relationships.
Two other lucky miners, by the name of Kirkpatrick and McAllister, had a very narrow escape from death. They jumped away from the place where they had been working just as the accident happened. They were carried away by an avalanche of dirt down a laundry chute doors to a lower level of the mine where they succeeded escaping danger.
So the owners went and booked a full scale campaign on radio who gladly gave them time & terms. The radio spots ended up creating a huge demand for the jeans at the boutique and department store level. The owners, now armed with hundreds of thousands of dollars in purchase orders were able to get the necessary loans from the bank to manufacture the goods!
Buyers have a requirement and a budget. They probably even have a chutes parts but there is a lot more than just the product or service. There is a variety of choices such as colour, size, quantity breaks, shipping / delivery points and there is also packaging to consider. All this and the budget to consider. They really want no surprises once they’ve placed their order. They really want to feel confident that everything will arrive as and when planned. That’s why the incumbent supplier has an edge. The comfort zone.
Keep logo printed stress balls in mind the next time you decide to send a new message to your customers. These low cost gifts are excellent value for money. Most feature a nice large print area for your logo and details and sit nicely on the desktop promoting your brand.
It never hurts to learn as much as you can about a product you are thinking of buying before you actually buy it. Who knows – you may end up falling in love with the Jack LaLanne Power Juicer and become convinced that it is the best deal for your juicing needs. If not, then you will have no regrets when you say that this juicer is not the one you are looking for.