Attract The Right Job Or Clientele:
Pressure on new salespeople mounts the moment they first enter the office and receive their quota. Newly hired representatives focus on the time crunch between training, learning, and producing sales. It’s easy to picture the stress heightening. But sadly, the thought of modeling the sales success triangle fades away quickly.
The salesperson, client(s), and service are the three touch-points for the sales success triangle. And it is the sprinkles of compassion, promoting a team effort that increase sales success.
As a newbie, I thought I owned the sale and that everything was dependent upon me. Fortunately, over time, I found the belief to be incorrect. The salesperson does not solely lead the sales. The better approach is to view the sales cycle process as a team effort.
We can improve our outcome and success rate when we focus first on the client. The purpose is to uncover all of the issues at hand. Working to gain an in-depth understanding upfront enables us to provide a more robust solution. And when the extra effort is seen by the prospective client, credibility, and trust build to the extent, a sale is almost ready to lift off.
The third point of the sales success triangle is in the delivery of customer service. Upon seeing interest in our offering, on the first appointment, we are to include how we uniquely deliver service. Honesty, sincerity, and empathy in displaying that we want to help will increase interest the first time around. After the sale, and upon providing service, according to our words, we will earn a loyal clientele.
Stories deliver an illustration of how you can put ideas into action. My fond memory is that of the introduction of networked printers. Similar to mainframe computers of long ago, the printers were enormous and took up large amounts of space. Accordingly, the entire sales team was only able to accommodate a few clients with the new technology upgrade.
Management took it upon themselves to put out a special bonus offer to the team to motivate us to do better. We were to supply the names of candidates we believed to be in a position to purchase and accommodate the machinery. I entered one name, confident they would buy.
On the back end, my third point of the triangle was dealing with the inequities of pay. I chose 100% commission because a base pay was laughable if not insulting. Equally unfortunate was the low income the technicians received. Yet, we all depended upon them to keep the equipment up and running. In complete agreement with sage advice, I gave a percentage of my commission to the technician assigned to my account. This way, the technician and I were loyal to each other and the client. And clients became loyal to us.
Upon seeing my client’s name on the account list of potential buyers, the assigned technician paid a visit. He sadly returned to the office to exclaim there is no way the equipment will fit in the designated room. He was practical, whereas I’m creative. My manager reprimanded me saying I should have known better and not have wasted everyone’s time.
Instead of getting angry, I began to laugh, and then I replied:
‘For the equipment to fit; they will find a way!
For us, they might rebuild the walls!’
The manager had no clue what to do, so he decided not to talk to me until the calamity ended.
From my perspective, the sales success triangle was in perfect order:
- The client liked and trusted me
- The technician was at their service
- The executives had the desire to purchase the new equipment.
According to my prediction, the walls were rearranged to accommodate the networked printer. Management was in disbelief. It went to prove the theory that if you have your sales success triangle in good order, the goodwill follows.
A generous bonus was mine, and the technician was very pleased with his cut. We proved once again that we deliver excellence in equipment and service. The best part of the sealed deal was the continuing client loyalty.
Sales Success Triangle Summery
Whichever business model is yours, focus on the all-around client experience, deliver on promises, including excellence in service, and become the go-to person for future orders.
For More Insights Read:
- Do You Embrace These Qualities To Move Past Tough Times?
- Are You A Problem Solver?
- Do You Know To Whom You Are Speaking?
Your Story: Model The Sales Success Triangle
In our chaotic world, with more people working from home, and more unemployed, compassion is to be on a higher level. Although you may be stressed, it is likely you know of some in a worse situation. For example, if you previously had a housekeeper or a nanny help out in your home, but they are now unable to visit, consider paying them until they can. By the time the isolation lifts, their appreciation for the gesture will turn into loyalty and better than ever service.
Whether you are an entrepreneur, an executive, or on a sales team, community spirit is of the essence more than ever. Consider new ideas for bringing goodwill to your group of people; can you:
- Improve inclusiveness
- Lift spirits of others
- Suggest a social hour via video communication
- Say thank you more often
- Put others in the spotlight of appreciation
Acknowledge giving appreciation will boost the team spirit and loyalty. Equally important, you encourage new collaborative ideas and opportunities. As you model the sales success triangle, you will build an admired brand and business.
Sales Tips: The Sales Success Triangle
- Show appreciation for those you encounter
- Be the leader who helps others grow
- Cultivate a team spirit
- Give encouragement
- Provide a helping hand
- Show empathy and understanding
- Brainstorm ideas together
- Strive to solve problems instead of just selling
- Provide good reason for client loyalty
- Celebrate Success!
Today’s Blog is provided to help you achieve the Smooth Sale!
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