OFFICIAL: Sales Professionals Strategy and Discussion Thread

My venders usually offer quotes that are pretty close to each other. So it comes down to who takes me to the best lunch and keeps my attention the longest. Hunting and fishing trips usually will put you over the top.

I buy my clients lunch for as many people as I know will be there and I do it unexpectedly. Drop a couple hundred on lunch and just come by, say hello and leave. No hard sell. Surprises the hell out of people, but... they remember that.

I find out who likes golf, fishing, family events, charities, etc.. I buy tickets to sporting events, concerts, and movie passes. I schedule plush golf outings, great dinners, and ALWAYS am there with them when they go. They have to associate ME with having a great time!

I give incredible service and piss off people inside the company who should never, ever, ever be in front of a client. They think selling is easy. It isn't. It's hard work. Takes time, planning and being able to get people to laugh and have a good time. Lots of perks come with that, but you really have to work hard to bring it together, gain their trust and friendship and get their business.

Once you have them buying YOU dinner, you have truly accomplished the fine art of selling.

Interesting responses for far. For those of you (buyers) who value the relationship, would you describe your sale as transactional vs a complex sales cycle?

I also think it could be a regional thing. New research is showing that building relationships alone is not producing increased sales, compared to the past. But I think people in the south value relationships more than other parts of the country.

I agree with building relationships and just being upfront and honest. Sometimes you just assume everyone is doing the same thing so you really don't set yourself apart. But it amazes me how many sales people can't or don't work on that aspect of their job.

As someone who's been brought in front of a business integrity investigator over some of these practices I find this thread funny.

I used to be all about the relationships and the perks, now, give me what I ask for at a reasonable price, on an agreed to schedule and I'm good.

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Anybody have any insight as to what works for them or new ideas in the industry? I'm currently working on my prospecting skills. Would love some ideas on whats working well for cold calls/ emails.

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What has worked for me is being open, honest, and consistent. On the original cold call I am usually short and to the point. No BS small talk, acknowledge the customer's time is valuable and get to the reason for your call. Explain why you are calling and ask the customer how you can earn their business. Listen to what they say and take it from there. They will tell you how to earn their business and sometimes even give you a timeline on the next bid/contract/purchasing decision. If they don't give you a timeline then ask for one. For a successful cold call I have to come away with three things. The final decision maker, current vendor, and timeline on next purchase.

Follow up the cold call with an email recapping the conversation and restating your desire to earn their business.

Here is where my consistency has paid off. Be consistent to the customer with your message and your presence. You want them to see you more than they see their current vendor. Demonstrate how hard you will work for them as their vendor. As others have mentioned in this thread, margins are slim and I have found that this simple method has trumped a personal relationship in many cases.

None of this is either new or exciting but I really believe people respond to an honest no BS approach followed by repeatable proven results. Simplifying things and being consistent with my message has allowed me to successfully knock out the competition in a lot of accounts in my territory.

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How not to Sell...

Call someone's boss 30min after leaving a message for the person that is using your product (and responsible for the company either renewing the contract or not) and go on to tell the boss that "***** doesn't want to speak with me"

Just sayin

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I'm guessing you didn't make this up...

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medical sales

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Stryker?

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I'm in medical sales and I would be in jail if I did this.

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Haha, I was thinking the same thing.

If you don't mind me asking, what area of the hospital or clinic do you sell into? I work in medical software sales myself. I def agree about providing value at every step of the sales cycle. If your target market is anything like mine the sales cycle is 12-18 months, so that provides it own unique challenges.

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Oh, and stop reading sales books.

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Yeah I know, 99% of them suck...but I keep thinking "this one may be different".

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I'm guessing you didn't make this up...

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Nope, happened the day before someone started this thread...



People be dumb

Needless to say, I don't think he will be getting our business very much longer.