Check the tires, check the oil!
Your dad always told you to check the tires and the oil every time you filled up with gas right? OK, maybe that was a couple of years ago. That’s right, it was a bunch of years ago. Gas was 29 cents a gallon back then-Wow! Any way, it’s still a good idea to check the tires and the oil every time your company is presenting to a new prospect. You’re still asking yourself what I’m talking about and probably saying some bad words-aimed at my direction.
Ok, here it is in today’s terms.
Are your sales reps prepared to properly engage a new prospect? Not only have they researched this prospect, but what have they found that can potentially create an opening?
Are they fully prepared to understand where this person is in regards to evaluating new opportunities or are they trying to put a square peg in a round hole by forcing their “features and benefits speech” on deaf ears because quite frankly, all is well here and there are no reasons to change suppliers?
Are they equipped with the information and resources that can make an impact on this person’s business? If they are not, they’re just using up oxygen. So like I wrote earlier, it’s a good idea to check the tires and the oil every time.
As the CEO, President, Owner, or senior leader, your job is to make sure that your sales organization is well prepared, well-armed, and has the business acumen to discuss the goals, dreams and fears these companies may have in reaching their business objectives. Comment below or tweet me @Mike_Epicomm and let me know how your sales team is doing in reaching their current performance goals and tackling these important new business development issues.
I look forward to hearing from you.