The most compelling salesperson can come unstuck with systems that let them down. Or worse, they have no systems at all. Getting organised and creating supportive structures is the answer to working smarter not harder.
I love the saying, ‘if it isn’t in the CRM’ it never happened. The power of structure is to get people to realise that structure gives them freedom to pivot, it gives them a wealth of information and reminders so they just have to focus on what’s important.
Creating routines, rituals and habits will create high performance and increased satisfaction.
The devil is in the detail. People are offer the huff and puff of archaic sales styles. They want authenticity, they want consistency, respect and knowing that the sales person has their back.
The devil is in the detail, the style of all communications, meetings, emails, proposals, product or service delivery, follow-up – every step needs to be on brand and consistent.
Not throw a different style in to undone all your hard work of taking the unfamiliar to familiar, only to throw it back to unfamiliar!
Promise keepers earn respect. Being responsive and doing what you say you will, will take you a long way to becoming highly effective. Following-up is fundamental to closing the sale.
I also like to think of follow-up starting from the initial contact – it’s about creating and giving value, creating a valuable reason to be in contact again.
A valuable piece often missed in follow-up is optimise and upgrading the sale, post sale, asking for testimonials and referrals.