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When I am in the field making cold calls (BLITZ CALL®) with a sales professional, I always tell them to keep good notes on the calls so we know how and when to follow up. They often look at me like I must be nuts, because they know what to do.

“If we get an appointment or a request for information, I will simply do what needs to be done.”

That sounds reasonable, but it does not show up in reality. When we start training a sales team to make prospecting a regular part of their weekly activities, we find several things. The first thing we find is that they suddenly have plenty of time to do the prospecting that is needed. One of the standard excuses for not prospecting is, ” I simply don’t have the time.” Our Prospecting system was developed for that specific situation, so that problem is eliminated.

The second thing we find is that the sales person is not used to prospecting on a regular repeatable basis and therefore is not very well prepared to handle the requirements of their new found proactive endeavors. The result too often is delayed follow up or no follow up at all.

I was prospecting with a salesman in Toronto a couple of years ago with the specific assignment to get him some new customers. He had just been made a salesman, and had not been able to get any new customers in almost 60 days on the job.

I said to him that I would make all of the prospecting calls; he was to watch me and be sure to keep good records. My mistake was to assume that his understanding of good records and mine were the same.

We spent about 4 hours in the field and made 13 cold calls, which resulted in 5 appointments and several call backs. Then we went back to the office to debrief the afternoon and get him ready for the appointments. I would not be able to go on those appointments with him.

When we started the review of the calls he had one of the appointments written down, he remembered two of the others, but the first two were a total blank in his mind. You see he thought he could remember anything of significance that happened when prospecting. He couldn’t. Fortunately, I had kept a few notes and we were able to reconstruct the meeting we had had and then the appointments. Imagine how if he had not shown up for those appointments!

Since that experience I have been amazed to see how many sales people rely on their memories for so many important facts. And almost universally they forget too many details.

Follow up is one of the most important factors to successful prospecting. Simply making those four or five prospecting calls a week can get you many more customers. That is why you prospect. If you don’t keep good records, however, and don’t follow up, your prospecting will result in a lot of wasted time for you and a bad reputation for your company.

There are a host of resources for record keeping and follow up available to the sales professional today ranging from index card boxes to day planners, personal organizers, to computer tracking and contact management programs. There is no reason for shoddy record keeping and follow up.

When you record what was discussed, focus on the prospects wants and needs, the products you have to meet those needs and what ever else you may feel is important. Also, immediately record a date to follow up that is timely for both you and the prospect. Then simply follow up as is appropriate.

In a very short time you’ll know why we put so much emphasis on the ideas, “keep good records and follow up.”

Sell Well and Often

Bill Truax Bill@BlitzCall.com

© Copyright 2006 WJ Truax

“The Force” by David Dorsey.

This is an interesting book on the psychological turmoil associated with a sales team. How it transfers itself into the personal lives of team members and how companies like GE, Xerox and IBM develop team leaders and sales people to excel. Remember many great sales people have gone on to be great entrepreneurs. Ray Kroc, Ross Perot come to mind. It discusses the motivations and the inner drive of these people. We have many former sales people on our team doing very well. It appears that sales ability as it relates with people is a key ingredient in being a successful franchisee. Now we have successful franchisees, who are not sales people, however I have noticed a higher degree of success with people who have had sales experience.

This book should be read by those who do not want to be sold something by a sales person and by salespeople who think they are missing something or do not understand what their purpose is in their current job. Sales people who are quitting their job should read this book and those thinking of getting out of sales into a business should also read it and think about it.

“Lance Winslow” – Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs/

Hustler was the name he gave me. Just like the magazine that used to be hidden in the bottom drawer of quite a few men’s dressers and different places, still is from what I understand, but this was the name of the lawn mower my Dad said would be a wise investment and how we remember the name. Nice sales gimmick too.

While I trust my Dad, I also like to know how deep a hole is before I step into it. So I went looking and found a wonderful site with tons of information about this potential buy and was quite pleased with what I was reading as my old lawn mower had a great engine but the frame and the deck were completely beaten up. This hustler frame carries a life time warranty and has a three year bumper to bumper coverage much like that of a new car. Plus the engines are to die for. Now you must think I am trying to sell you a lawn mower but this is not the case. I want you to understand how much information there is out there for consumers to find. I also would like to give you an example of poor salesmanship while a sale was still made.

I not only was able to look up all the information concerning the different models but was also able to obtain credit long before I presented anything to my husband or showed up at the store for the salesman to sell us our lawnmower. I know more about the hustler line than the sales man did or it at least felt that way and I do not sell lawnmowers. We are not rich folks so for us to spend a few thousand dollars on anything is something we really think about before we do it. When I asked a few questions of the sales man I was not impressed that he was unable to answer my questions correctly but tried to BS his way through it. It was almost comical when I went and pulled a flyer off the wall which I had also gotten off the internet and there at the very top was the answer to my question. And I was the one who looked around at the models on the floor and found one in the price range I felt was reasonable. And while I knew the differences in the models it would have been nice to hear it from someone who supposedly dealt with them on a daily basis and should have been more knowledgeable about them.

I also took my husband to the side and reminded him that just because someone gives you credit does not mean you need to use it. The sales man did not try to sell me the better mower nor did he try to upgrade the engine. He also did not really explain the differences in the price other than the deck on one was larger though I knew why the prices were different and was surprised he did not attempt to explain it any further. He could have made a larger sale but he chose not to.

He was a nice enough man but if I had just walked in off the street I doubt I would of bought a mower from him. It was really nice when the lawnmower was delivered and the delivery guy was nice enough to explain a few things to me which I would have found out from reading but will save me a lot of grief in the long run. I received better service from him in my opinion than the sales man.

I used to sell tires and auto services. I did not know everything nor do I now. I do know in order to sell someone something you need to make that person comfortable with what you are selling and with yourself. Ultimately you are selling yourself before the product as most of the products really sell themselves. You should never sell anything you do not use yourself, are willing to use, or at the very least have read the company pamphlets your customers can read. If you are asked a question and you do not know the answer, tell your customer you don’t know. When you try to fly by the seat of your pants you may find yourself not only without a sale but also without much of job. Honesty is the best policy.

I sold my husband the lawnmower and the sales man just happened to be the one to make the sale. My father sold me the idea of this lawnmower first and after further investigation I agreed with him that it was the best deal. And as you attempt to sell your product be ready to offer real stories about your product and be able to explain why you recommend a certain item. Do not let the internet or a pamphlet be the deciding factor for your customer as was the case of my hustler.

Consider this as you attempt to make a sale today, what questions will your customers ask you? Will you know the answers? If you don’t, will you have the gumption to find the answers for them? They may already know the answer and just want to know what type of person you really are or they may really need your help in making a good decision which is more likely the case.

Either way you may never know but I can assure you the bottom line will tell.

A Renee Grover

Semi-Retired Manager of Goodyear Tires, Painter, Poet, Collector, Photographer, Mother, Wife, Gardner, Traveler, Cook, Singer, Comedian, Small business owner, Student, Actress, Writer
Mrs Grover has traveled the streets of the United States. She currently resides in Tennessee after meeting her husband and moving from Virginia Beach in 1998.

She graduated in 1983 from North East High in North Little Rock Arkansas, but claims North Pulaski as her true High School. She was a member of TAG for a brief period and also won various awards. After traveling the east coast and living in New York where Mrs Grover tried to pursue a singing career at the speakeasy on west fourth street while working at David’s’ Cookies, She went to school to cut hair before going into the Navy where she was asked to leave nicely in 1985 due to her inability to conform. She spent the next few years conforming so to speak and living with her Grandparents until moving to Virginia where she went to school to become a service writer and became the first female manager for Mr Kramer.