Your sales reps should:
Integrity is key to success.
My belief has always been that you can’t be one type of person and another type of salesperson. You must ensure that your salespeople are honest and live a life of integrity. Remember that they are your company’s representatives. They will tell prospects and customers what you think about them.
Although it may seem small, being on time sets the tone for your company’s business. Customers will see that you have a team that shows up on time for every call, every meeting, and every day. This builds trust and helps you manage your account.
You can create and refine a process.
Salespeople must use the Sales Playbook if they have one. You should either create one yourself or hire someone to help you write one. A well-defined process will ensure consistency among your sales reps and allow you to quickly onboard new ones.
Self-praising is not a recommendation. Salespeople should get into the habit of asking customers for testimonials. It is best to request them soon after a sale has closed when the customer is happy using your product. Many customers will tell you that they are too busy or don’t know what to say. Once the customer has agreed to write a testimonial, here’s a tip: “I know that you are busy. I believe I remember what you said about our product or service. What if you could have me write it? The document can be edited in any way you like. However, this will help you get started. Although this approach may seem bold, I have never been turned down by anyone. They will be grateful for your time saving if they are willing to write a testimonial.
Discipline is a crucial ingredient in punctuality. You are only as good or as faithful as what you say. Salespeople must do what they promise. What should you do if an order is not being fulfilled? Help your customer by finding someone to support them. It doesn’t matter what it is, and it matters to your customer. Customers will do repeat business with someone they trust.
Your company’s procedures can be made easier for customers.
We assume that everyone understands our business. They don’t. Customers have enough trouble keeping up with the company’s policies and procedures. Your sales reps should explain to customers how they can contact your support department to access software updates or talk to Accounts Receivables. Don’t forget to include all of these procedures in your Sales Playbook.
Understanding your customer’s business is key to making a value call.
This point might be considered the most important.
Instruct your sales reps to make every sale call a “value call” before they begin. A value call is when the customer receives something of value (or perceived worth) from a sales call. A negative value is when you waste your prospect’s time and offer nothing. This is not acceptable. Make sure your sales reps are prepared before making the value call. It is easier to train these days. You can find most information about the company and their history, if applicable, on their website. Your reps should begin by visiting this site. They can then use LinkedIn, Facebook, and other social media platforms to learn more about the prospects before they make the value call.