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re: Outside salespeople questions
Posted on 1/5/18 at 2:57 pm to ThatMakesSense
Posted on 1/5/18 at 2:57 pm to ThatMakesSense
Short real answer for you is that your sales cycle differs by the product you are selling. This dictates your amount of times you see the client, your approach etc.
Door to door guys have one shot.
Door to door guys have one shot.
0
Posted on 1/5/18 at 2:59 pm to tankyank13
8 whiskey sours and I can still sell the sum of a bitch damn I am good.
Posted on 1/5/18 at 3:03 pm to ThatMakesSense
Outside or inside? Outside
Did you have experience using or expertise in the products beforehand? Any networking with potential clients? Yes and No. No when it was my first sales job out of college. Yes when I moved but stayed in same field. Some networking, but not strictly at "networking events". Always keeping my ears open.
Did you begin with clients or have to build from the ground up? Build from ground up.
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way? Smile and dial. Referrals. Associations. Not sure what you mean by small or all the way. If you're asking if my product can be partially sold...I guess it can be, but I don't ever try to sell it that way.
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you? What I've learned is the 3 P's of sales. Politics, Product, Price. You can win with just 2 of the 3, but Politics better be one of them. And by politics I mean relationship. If I can't win with price, but I have a great relationship or find pain with the current one I'll win. You won't win with just Product and Price. Maybe sometimes, but the incumbent 99.99% of the time gets last look due to relationship. In my line of work, my price will get matched or lowered to where the savings don't justify leaving the relationship.
How many visits or meetings did you have with a prospect before they were fully committed? As little as 1 and as many as 5, but I'll visit with a prospect as many times as needed if the reward is worth it. Time is money. Gotta know when to cut bait.
How long before you achieved the sales goal you set for yourself? I'll let you know when I retire.
Sidenote: If you're looking to get into sales grow a thick skin and get used to the word NO. If you're already in sales and are just bored on a Friday asking questions, then go sell. I will do the same now.
Did you have experience using or expertise in the products beforehand? Any networking with potential clients? Yes and No. No when it was my first sales job out of college. Yes when I moved but stayed in same field. Some networking, but not strictly at "networking events". Always keeping my ears open.
Did you begin with clients or have to build from the ground up? Build from ground up.
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way? Smile and dial. Referrals. Associations. Not sure what you mean by small or all the way. If you're asking if my product can be partially sold...I guess it can be, but I don't ever try to sell it that way.
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you? What I've learned is the 3 P's of sales. Politics, Product, Price. You can win with just 2 of the 3, but Politics better be one of them. And by politics I mean relationship. If I can't win with price, but I have a great relationship or find pain with the current one I'll win. You won't win with just Product and Price. Maybe sometimes, but the incumbent 99.99% of the time gets last look due to relationship. In my line of work, my price will get matched or lowered to where the savings don't justify leaving the relationship.
How many visits or meetings did you have with a prospect before they were fully committed? As little as 1 and as many as 5, but I'll visit with a prospect as many times as needed if the reward is worth it. Time is money. Gotta know when to cut bait.
How long before you achieved the sales goal you set for yourself? I'll let you know when I retire.
Sidenote: If you're looking to get into sales grow a thick skin and get used to the word NO. If you're already in sales and are just bored on a Friday asking questions, then go sell. I will do the same now.
Posted on 1/5/18 at 3:04 pm to deathvalleygrassmmmm
Yeah, Tom, you're a lucky man. Boy, would I like to get some of that!
Posted on 1/5/18 at 3:09 pm to Snoopy04
Posted on 1/5/18 at 3:13 pm to Snoopy04
quote:
but the incumbent 99.99% of the time gets last look due to relationship.
everyone gets a chance to bid. But only one or two will know where to be when it counts.
Posted on 1/5/18 at 3:39 pm to ThatMakesSense
Outside sales is a sink or swim position. You either got it or you don’t. If you can’t conversate and make people feel comfortable with you then there really is no point.
Posted on 1/5/18 at 3:51 pm to ThatMakesSense
Are you comfortable in asking people for large amounts of money?
A lot of people want to be in outside sales until they get in front of a customer and realize they have to ask them for 100k - 200k then they can't close the deal because they are afraid to ask for that much money.
A lot of people want to be in outside sales until they get in front of a customer and realize they have to ask them for 100k - 200k then they can't close the deal because they are afraid to ask for that much money.
Posted on 1/5/18 at 4:30 pm to ThatMakesSense
Outside or inside?
I do both incall and outcall depending on what the lady prefers.
Did you have experience using or expertise in the products beforehand? Any networking with potential clients?
Been slayin' poon since I was 12 so yeah pretty up to date on trim trends. Outside of word of mouth and ads on BWCforRENT.com it is mainly hotel bars or anywhere women that can afford my services gather to mingle.
Did you begin with clients or have to build from the ground up?
I hooked a bunch with "free samples".
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way?
I always went all the way in and my clients couldn't wait to get the product in their hands and holes.
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you?
I use lots of high end techniques, but you have to stay limber. One that gets the most repeat requests is the "Hummingbird on Crank".
How many visits or meetings did you have with a prospect before they were fully committed?
Normally it is just a few minutes of small talk, the clients know what they want.
How long before you achieved the sales goal you set for yourself?
9 inches is all it took to meet my sales goals.
I do both incall and outcall depending on what the lady prefers.
Did you have experience using or expertise in the products beforehand? Any networking with potential clients?
Been slayin' poon since I was 12 so yeah pretty up to date on trim trends. Outside of word of mouth and ads on BWCforRENT.com it is mainly hotel bars or anywhere women that can afford my services gather to mingle.
Did you begin with clients or have to build from the ground up?
I hooked a bunch with "free samples".
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way?
I always went all the way in and my clients couldn't wait to get the product in their hands and holes.
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you?
I use lots of high end techniques, but you have to stay limber. One that gets the most repeat requests is the "Hummingbird on Crank".
How many visits or meetings did you have with a prospect before they were fully committed?
Normally it is just a few minutes of small talk, the clients know what they want.
How long before you achieved the sales goal you set for yourself?
9 inches is all it took to meet my sales goals.
Posted on 1/5/18 at 6:28 pm to ThatMakesSense
Kind of a Q&A, for those willing to participate.
Outside or inside? Blended
Did you have experience using or expertise in the products beforehand? Any networking with potential clients? None
Did you begin with clients or have to build from the ground up? I inherited a few, but 90% of my book of business I found on my own
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way? Buy them coffee/lunch/dinner etc
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you? People work with people they like. #1 key to sales is building relationships
How many visits or meetings did you have with a prospect before they were fully committed? 1-2
How long before you achieved the sales goal you set for yourself? Took me 5 months to win rookie of the year and go to President’s Club
I’m an IT Consultant now and I can barely use a computer, much less know a lick about Python or any other languages/stacks etc. If you take the time to find common interests between you and the client and identify their pain points, you win.
Outside or inside? Blended
Did you have experience using or expertise in the products beforehand? Any networking with potential clients? None
Did you begin with clients or have to build from the ground up? I inherited a few, but 90% of my book of business I found on my own
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way? Buy them coffee/lunch/dinner etc
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you? People work with people they like. #1 key to sales is building relationships
How many visits or meetings did you have with a prospect before they were fully committed? 1-2
How long before you achieved the sales goal you set for yourself? Took me 5 months to win rookie of the year and go to President’s Club
I’m an IT Consultant now and I can barely use a computer, much less know a lick about Python or any other languages/stacks etc. If you take the time to find common interests between you and the client and identify their pain points, you win.
Posted on 1/5/18 at 6:45 pm to Obtuse1
Definitely outside, greater upside potential. What ever the industry know your product better than anyone. Know your potential customers business & how your product help him. And most of all, learn how to listen, listen. He will tell you everything you need to get the order of you ask the right questions & listen, listen.
And finally, every negotiation reaches a point when the next person to speak ..... loses. Don’t get flustered with the silence ..... wait.
And finally, every negotiation reaches a point when the next person to speak ..... loses. Don’t get flustered with the silence ..... wait.
Posted on 1/5/18 at 7:06 pm to ThatMakesSense
First piece of advice, get out of your own way. Sounds like you've already psyched yourself into believing you're facing a brick wall.
Second, never sell. Think of it this way, I don't know if you hunt, but for the sake of argument, let's say you do. Say you have a buddy that doesn't currently hunt but wants to get into it and ask your opinion on guns. Would you hard sell him or give him what advice/opinion you have in an effort to help.
If you don't have a network, it's ok - it'll come.
If you don't have product knowledge, it's ok - it'll come.
You do have to be moral and honest and dedicated to making your customer needs as important to you as it is to them.
Good luck!
Second, never sell. Think of it this way, I don't know if you hunt, but for the sake of argument, let's say you do. Say you have a buddy that doesn't currently hunt but wants to get into it and ask your opinion on guns. Would you hard sell him or give him what advice/opinion you have in an effort to help.
If you don't have a network, it's ok - it'll come.
If you don't have product knowledge, it's ok - it'll come.
You do have to be moral and honest and dedicated to making your customer needs as important to you as it is to them.
Good luck!
This post was edited on 1/5/18 at 7:08 pm
Posted on 1/5/18 at 7:49 pm to ThatMakesSense
Do you know Bill Brasky?
Posted on 1/5/18 at 8:41 pm to go_tigres
I just had to do my personal evaluation for my employer. One sentence I wrote says it all.
"There is nobody in the company that takes a greater interest in our client's satisfaction than I do. I will work tirelessly for my clients. I will find solutions for them from outside my company. I will fly or drive anywhere to bring them anything that helps them or meet them to help them understand how to use the products at peak performance."
If you adhere to that principle, you will do well in sales. However, if you make it about you or your company, you will struggle.
"There is nobody in the company that takes a greater interest in our client's satisfaction than I do. I will work tirelessly for my clients. I will find solutions for them from outside my company. I will fly or drive anywhere to bring them anything that helps them or meet them to help them understand how to use the products at peak performance."
If you adhere to that principle, you will do well in sales. However, if you make it about you or your company, you will struggle.
Posted on 1/5/18 at 9:23 pm to ThatMakesSense
quote:
Outside or inside?
Outside
quote:
Did you have experience using or expertise in the products beforehand?
Yes
quote:
Any networking with potential clients?
Not prior to
quote:
Did you begin with clients or have to build from the ground up?
Ground up. Virgin territory for me
quote:
If starting at 0 clients..how did you go about beginning to get your product in the clients hands? Small at first or all the way?
Blitzkrieg. However, deliberate. I dint throw business cards and literature at people, but I did go at them pretty hard and fast. Pick the low hanging fruit first and cultivate the long term prospects.
quote:
Any techniques you've learned or seen to change customers minds from what they're currently using to beginning business with you?
Be a really good listener. Two ears one mouth, so do twice as much listening as talking. think in terms of them and what they’re needing, that which will make their lives easier or more efficient, and sell them what will fit the bill.
Never make a cold call empty handed. Always have something interesting to share and always always be enthusiastic, but genuine. Nobody likes a cheese ball, and you’re not good enough to fake it. You have to really believe it and be enthusiastic. People see through bullshite, but a good sale person is one that is welcomed in every time.
That being said, don’t wear out your welcome, be a tune to how long is too long, even when they are being polite. You don’t want them to be pissed that you took up valuable time of their day. Polite people won’t tell you this, but they will think it.
It’s about building and maintaining long term and solid relationships. If you do that, you won’t have to work as hard.
quote:
How many visits or meetings did you have with a prospect before they were fully committed?
There’s no magic number. Some I turned quickly because they were looking to make a move, but most took time. Persistence is the key. You’re in it for the long haul.
quote:
How long before you achieved the sales goal you set for yourself?
My sales goals increase every year. I’ve not yet hit or surpassed. Have to keep motivated or I’ll get passed.
This post was edited on 1/5/18 at 9:25 pm
Posted on 1/5/18 at 10:44 pm to ThatMakesSense
Some outside, but mostly inside sales, 24 years.
Yes, and yes.
Began with clients, built from there.
Know your product(s), help the client understand why using/buying yours is to their benefit, don't waste decision maker's time, but don't be in a hurry, or pushy. Be ready to perform when opportunity presents itself, and do whatever it takes to come through for the customer.
It varies with the customer, and their particular situation. I had a PA once who let me pitch to him 5 or 6 times. He listened, and showed interest every time, but never bought. The next time I called on him, I finished by simply asking for his business, telling him I would do everything possible to make money for us both. He looked at me and said "that's what I've been waiting on. I don't do business with anyone who doesn't ask me for it." He cut me a PO for 40k on the spot, and I've done business with him ever since. Get to know your clients.
When I achieve my goals, I set new ones. The first ones are the most difficult, but they are the most productive. If you set them right, they will cause you to modify yourself, quickly learn and use what works with whom, and push you to work harder than you ever have.
Yes, and yes.
Began with clients, built from there.
Know your product(s), help the client understand why using/buying yours is to their benefit, don't waste decision maker's time, but don't be in a hurry, or pushy. Be ready to perform when opportunity presents itself, and do whatever it takes to come through for the customer.
It varies with the customer, and their particular situation. I had a PA once who let me pitch to him 5 or 6 times. He listened, and showed interest every time, but never bought. The next time I called on him, I finished by simply asking for his business, telling him I would do everything possible to make money for us both. He looked at me and said "that's what I've been waiting on. I don't do business with anyone who doesn't ask me for it." He cut me a PO for 40k on the spot, and I've done business with him ever since. Get to know your clients.
When I achieve my goals, I set new ones. The first ones are the most difficult, but they are the most productive. If you set them right, they will cause you to modify yourself, quickly learn and use what works with whom, and push you to work harder than you ever have.
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