In our post Autopsy of a Sales Call part
three, we started to map out our plan that will help Bob get this situation
turned around. In this, our fourth and final part of this series, we will see
how Bob put this to use and how you can too.
The Reality
The reality is that Bob wasn’t prepared
when he first went after his prospects but he didn’t know that. He didn’t have
as good a relationship with his prospect as he thought. Since he went through
the pain of losing that deal Bob vowed to never be in that position again. Now
what does he do to turn it around?
What Should I Do?
The first thing Bob does is get in front
of a mirror and asks himself what is going on, what is he going to do to change
his future? He decides to go right to the source (good decision). He makes a
decision that he will no longer accept guess-work and needs to know the real
reason behind his losses.
The Call
Bob decides to call the prospect of the
lost sale and get an appointment but not to ask for any business. He wants them
to tell him where he fell short. He wants to hear the painful news directly
from the prospect so he can change his future. He will take notes, take
direction, be teachable, and take action based on what he is hearing.
The action Bob takes will be in the form
of looking at himself in a critical way but not a way that is damaging, that is
not the purpose here. The critical view has to be regarding his sales approach,
his relationship building, the information that he gives out including body
language and so on. He is doing this to become better not to beat himself up
over it. He must keep reminding himself this is to focus his energy on becoming
the best Bob that Bob can be.
Decide That This Is The End
Bob has decided this is the end to
acting like everyone else acts in his industry. He is going to be the most
professional that he can be. Bob is determined to be known as the best in his
industry, the person that everyone can count on and the person that knows more
about his industry (sales), and more about his prospects and customers than his
competitors.
The Plan
The plan starts with reaching out to all
of his current and past customers to try and get a face to face appointment
with them. Once he has secured the appointments he is going to tell them
exactly what he is doing. He wants to be the best in his industry and will take
all of the constructive criticism he can get. He is going to ask them to be
brutally honest with him.
*Where
can he improve?
*
What has he been missing in their view?
*
What does he need to get better at doing?
*
What does he need to stop doing?
*
What are their main pain points?
Bob is going to go through a list of
everything that he can think of and have them tell him what they think and ask
for anything he is missing.
Once he leaves their offices he will
write every one of them a letter (an actual letter, not an email), thanking
them for their time and honesty and is diligently working on their suggestions.
Just The Beginning
The plan that Bob has put into place is just the
beginning but it will go a long way to helping him become the best that he can
be.
Now the question is what is your plan and when are
you going to start it? Will you be honest with yourself about your shortcomings?
Will you diligently go about making the changes that you need to make to ensure
your future success?
Keep in mind the questions above and know that most
won’t follow through. However, I believe that you are better than most. I
believe that you have what it takes to be the best. I believe in you!
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
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*Whether you are large or small, new or have
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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?
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