In our posts Autopsy of a Sales Call Parts
One - Four, we saw that Bob started to change what he was doing and get back on
the road to success rather than languish in a sea of doubt and self-pity.
Now we are going to dive in and see what
Bob has come up with in order to become a superstar. Bob may have saved his job
but he needed to come up with something that would put him over the top and
solidify his future. He needed a plan and he needed one fast.
The Lightbulb
Bob realized there is a way to make sure
he is always going after the businesses that are the perfect match for what he
offers the market he serves.
If Bob was in the running for the large
order that he lost and that we wrote about in our prior blog posts then he should be able to identify all of the
businesses in his area that need the same thing.
The Data
He could look into everything that he
can about the company that he was calling on that was a perfect fit for him. He
could find out their annual revenue, number of employees, what they do, where
they offer their products and services, who they partnered with, how they sold
their products and services and more.
He could also find out the issues that
industry is having and how he can help them resolve their issues with what he
has to offer. Once he locates the point of their pain he can offer a solution
to help them get better at what they do – just like your doctor helps you.
The Plan
Bob gathered all of the information that
he could find on the company and their industry and began to form a plan as to
how he could help them overcome their issues with his help.
He also knew that he could match up
other businesses that fit the profile of this company and go after all of them.
He no longer had to wonder if he was spinning his wheels and wasting time with
prospects that may or may not need what he has to offer.
Focus
With Bob’s new information he can focus
his time and energy getting to know those that are an exact match for his
offerings. He knew that all of his time is now being invested in the companies
that he can help remove their pain and obstacles and they can help him reach his
goals – it’s a win/win.
Conclusion
We need to understand that activity does
not equal accomplishment. Because you are running all of the country trying to
meet people doesn’t mean that you are going to sell anything. When you have the
right message to the right people, things will begin to go in your favor.
Once you know exactly what you offer and
the value it brings to the marketplace and you do your homework you will be
unstoppable. You will feel much better about what you do, how you do it, your
job security and more. Sales can be a very hard job or it can be a very
rewarding career – the choice is ours.
Until my next post, I wish you all success!
Dean
Marchese
The Dean of Success!©
P.S.
Grow Your Business Faster Here:
Need to
grow your business right now? Email me directly at Dean@empowermediallc.net and I will share with you
exactly how we:
*Started a janitorial business on a bet and
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*Whether you are large or small, new or have
been at it a while, we can help you grow faster than you ever imagined – email
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P.P.S. The email that you can reach
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About
the Author:
Known
as The Dean of Success© Dean Marchese has built
businesses from scratch, turned others around and helped others grow beyond
their dreams. He has helped tiny startups become major players and major
players stay at the top.
He has trained and worked with over
30,000 salespeople and owners around the world become massively successful and
he can help you too.
Why
waste years of your life figuring out how to do something when someone can show
you how in a very short time?
Let
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