Sales Tools Not Only Capture Your Passion And Expertise,
But They Never Screw Up A Sales Pitch.
Let Tools Do The Selling For The Salesperson, Especially If He's Not A Superstar
There are lots of variables that affect the overall performance of your sales staff. And if
you can make the sales team's job easier, allowing them to focus more on closing deals
rather than babysitting them, why wouldn't you? Sales Tools, such as brochures, audio
CDs, videos, newsletters, reports, etc. elevate the performance of everyone because
everyone gets the same results when they're using the same tools.
Figure It All Out BEFORE You Start The Sales Process
Take an office supply company as an example. The company has certain sales
advantages over each of their 4 main competitors ... but the advantages are different
depending on who they're competing against. When a lead is generated and the
prospect says he's currently using ABC Business Systems, the salesperson would go to
the secretary, who then pulls the follow-up letter up on the computer that gave specific
advantages that they hold over ABC Business Systems. She'll print it out, with some
customization if necessary, and give it to the salesperson for a signature and then she'll
mail it out.
Now what do you think would happen if we left it up to the salesperson to try to a) Figure
out what to say in that letter, and b) Actually take the time to type up and mail out the
letter himself? The chance is approximately zero. In our sales system, the guy has the
same opportunity to send the same well-written, perfectly articulated letter, regardless
of how good of a salesperson he is.
Turn One-Shot Sales Into A Continuous Stream of Income -->
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| Success Story |
Even A Blind Dog With A Broken Leg Can Hand A Guy A Video
A salesman for a roofing company noticed one day that a neighbor, right there on his own
street, had a sign in his yard for another roofing contractor to re-roof his house. The salesman
walked over to the neighbor's house, knocked on the door, said "I live down the street and I work
for a roofing company. Here's a video that will help you make sure that the contractor you're
using will do a satisfactory job on your roof." Then he shook his hand and went home. No more,
no less.
Well, the salesman got a call from the neighbor the next morning at about 7:30. He said, "Hey,
I watched this video. I want you guys to do my roof." By the time he got over there at 8:15, the
guy had already pulled the other company's sign out of the ground. The job was worth $15,000. Not
a bad sale for handing a guy a video.
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