It is well known, trade being only mathematical ....
Then began the famous round table where commercial proudly announced the amount of appointments made, the number of "unpacked" and made strangely echoed in the background, their sales. This attachment to have a full agenda may seem legitimate, but experience showed that many appointments were unnecessary, or even unproductive, and proved a waste of time and money. Worse, these appointments exhausted mentally and physically trade. If the appointment / Sales ratio was not met, we only put in doubt the quality of the sales conversation without even look further.
But the problem was it only the inability of the busniess to properly present their product or customer service? Not so sure ...
If you have already been trained to sell, you've probably heard of the "qualification of prospect" .This is simply smart to target your prospects in order not to lose time to canvass the wrong people. Unfortunately, many companies do not know the profile of their client. A company claiming that you can sell to "everyone" takes a wrong speech likely to take its vendors not qualify appointments and spend more time doing a commercial road.
Select its prospects is yet the foundation of the sale and it is by no means "prejudices". Personally, even if the people are very friendly, I prefer to spend time in the presence of potential customers. First, I save time to take care of other important activities and secondly, I spare my wallet by not making use of my car and petrol for nothing. Furthermore, I do not bother everyone with a product that does not concern them.
Let's be honest, it is better to take fewer appointments and sell more. Why glorify take a bunch of appointments that lead to nothing?
Whether you are a company director or busniess employee, know the market in which you operate is paramount. It is a meticulous but exciting work. Sometimes you find surprising similarities between customers. By sharpening your tools and busniess case, you will have an edge against competitors.
If time is money then the qualification of prospect is a good investment.
Then began the famous round table where commercial proudly announced the amount of appointments made, the number of "unpacked" and made strangely echoed in the background, their sales. This attachment to have a full agenda may seem legitimate, but experience showed that many appointments were unnecessary, or even unproductive, and proved a waste of time and money. Worse, these appointments exhausted mentally and physically trade. If the appointment / Sales ratio was not met, we only put in doubt the quality of the sales conversation without even look further.
But the problem was it only the inability of the busniess to properly present their product or customer service? Not so sure ...
If you have already been trained to sell, you've probably heard of the "qualification of prospect" .This is simply smart to target your prospects in order not to lose time to canvass the wrong people. Unfortunately, many companies do not know the profile of their client. A company claiming that you can sell to "everyone" takes a wrong speech likely to take its vendors not qualify appointments and spend more time doing a commercial road.
Select its prospects is yet the foundation of the sale and it is by no means "prejudices". Personally, even if the people are very friendly, I prefer to spend time in the presence of potential customers. First, I save time to take care of other important activities and secondly, I spare my wallet by not making use of my car and petrol for nothing. Furthermore, I do not bother everyone with a product that does not concern them.
Let's be honest, it is better to take fewer appointments and sell more. Why glorify take a bunch of appointments that lead to nothing?
Whether you are a company director or busniess employee, know the market in which you operate is paramount. It is a meticulous but exciting work. Sometimes you find surprising similarities between customers. By sharpening your tools and busniess case, you will have an edge against competitors.
If time is money then the qualification of prospect is a good investment.
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