04.30.11
A Beautiful Thing
When you see great selling practices in action it is a beautiful thing. I recently witnessed a sales rep in a newer account sit with the sales people and ask, “Explain to me your sales process and where there may be an opportunity for my product.” And do you know what happened? They explained who he needed to speak with and what products would fit their needs.
It is amazing what people will tell you when you ask them specific questions or ask for help. Such a basic sales technique should be expected but it is often neglected. We have probably all made the mistake of thinking we understand a person’s business needs but forget to regularly ask questions designed to find where there may be more opportunities.
Encourage your managers and representatives to discover those hidden sales nuggets by digging deeper into their existing accounts; especially those accounts where they think they may know every aspect of the business. There may be an entire division within a company no one knew existed that can offer great potential in building additional sales.
Regards,
Brian
