08.29.12
Candy Doesn’t Close the Deal
Why do some sales reps pass out candy and bubblegum, shoot the breeze about every subject other than the product they sell and never ask for an order or return a phone call,” exclaimed an exasperated manager.
There is no question that people buy from people they like but it takes more than trinkets and treats to build a successful account base. If a sales representative has been calling on an account for any amount of time and there have been no sales, the question that must be answered is, Why not? If an account is in business, they are buying from somebody. If they are not buying from your company or my company, then it may require some serious evaluation to see what changes need to be made. I’m reminded of the story of the salesperson who showed up at an account year after year. Finally the salesperson asked the owner of the business, “Why have you never bought anything from me?” The owner responded, “Because you’ve never asked.”
Asking for the order and providing customer service is such a basic part of sales but some are still afraid to close the deal and provide outstanding customer service. Encourage your sales staff to experience the thrill of working for and winning a sale. Then they can pass out all the candy and bubblegum they want as a celebration.
Regards,
Brian Boek
