It’s a scenario played out in millions of sales meetings every year. The eager salesperson has finally managed to get a meeting with one of his A list target customers. The customer meets him at reception, takes him to a meeting room and opens with “tell me a little about your company”.
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It’s one of the oldest sayings in sales – “rejection isn’t personal”. But sometimes, more frequently than we’d care to admit, it really is personal. As salespeople we need to accept that sometimes people may just not like us or get on with us, and learn to live with that.
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I like to think I keep up with the times. I’m PDAd-up, work a lot via mobile broadband, and of course, run a blog.
But one thing I just can’t get the hang of is the increasing use of multimedia resources on business websites.
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Everyone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. And almost all businesses have clear sales targets for the year – and usually quarterly and monthly targets too.
But what I see much less often are clear Sales Activity targets. Targets for what you are actually going to do not what you hope to achieve.
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Selling services has always been difficult.
The intangible nature of services means that potential clients cannot “touch and feel” or test the product before buying - so all the great benefits of the service can often be viewed as simply salesperson’s claims rather than hard facts. Worse still: even if your services are unique, highly differentiated and of much higher quality than your competitors - what’s to stop them claiming the same thing?
And nowadays, these same challenges often apply to product sales too - as an increasingly large component of every product sale is the value-added services attached to them.
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