At a business meeting I had the pleasure to meet a number of business owners and salespeople. When I left the meeting I had spoken to five people I had not known and learned about their businesses and what an ideal prospect opportunity was for each of them.
A day after the meeting which was on a Monday, I realized I could use the services of one of the salespeople I had met. I called the sales person on Tuesday morning and left the following message.
Al: “Hello John Doe we met at the Monday, business meeting I enjoyed getting to know you and learning about your business. As it turns out I need your service for this Friday please call me at 908-472-3848.”
I did not get a return call on Tuesday. On Wednesday I called and again left the same message. Later on Wednesday I received an e-mail from the sales person which read as follows…..
Salesperson’s e-mail: “Got your message. Send me an e-mail with some dates and times you are available.” I thought to myself, I want to give this person a piece of business but he is screwing up the process.
I did not send an e-mail response, but called the salesperson back and asked that he call me, because time was running out, and I needed to make arrangements. This sales person’s sales process was getting in my way.
I finally received a call from the salesperson on Friday morning. At that point in time I had made other arrangements and the salesperson lost a $700.00 sale that was a layup.
Now, why am I telling you this story? Because I know you have salespeople and you want them to fill the sales pipeline with quality prospects that move to a close.
The pipeline is the life blood of your organization and is driven by salespeople that have hopefully, a sales process that will close business, increase sales, profit, and increase your company market share in the shortest period of time.
Your salespeople may believe, as John Doe thought that they are working efficiently by using e-mail.
I had made a specific request as a prospect,” PLEASE CALL ME, I NEED YOU I HAVE MONEY AND WANT TO SPEND IT WITH YOU.” The sales person used technology instead of common sense. ( The prospect calls me and says they need me and my service for Friday so instead of picking up the phone and making a personal phone call which will take less than a minute and close the deal, I will send an e-mail because it is more efficient and that is the way I sell .)
You need to evaluate your sales department’s sales process.
The Sales Process Grader is an excellent tool you can use to determine, if your sales team’s sales process is as effective as it could be. ( AND IT IS FREE )
When you streamline your sales process, you shorten the sales cycle, increase your close ratio, and capture more business in the shorter period of time. The Sales Process Grader is an excellent tool for improving your sales process and closing sales. YOU CAN TRY IT FOR FREE JUST CLICK HERE