Sandy's workshop was really beneficial in helping me reach clarity on a way that the Chamber could listen to what our members want, and deliver that in a way which would demonstrate value & benefit. And so the DACC123 Member Promise was born - thanks Sandy
The Reason I Never Skip My Last Sales Call (even on a Friday)
Whether you’re a sales manager, a small business owner or a part of a larger sales team, we all like to wind down at the end of the week. By the time 3 pm rolls around on a Friday afternoon, you’d be forgiven for thinking about skipping your last sales call in favour of safe passage on the road home.
The good news is, nobody is immune to that ‘Friday feeling’ - even the most successful business people. But how you choose to tackle temptation can be the difference between keeping up with the competition and becoming a leader in your industry.
Friday Afternoon: One More Call
I had a wonderful manager, Stuart, in my early days as a salesman. Every Friday, just as I was finishing off my paperwork for the week and preparing to head home, I’d hear his cheery voice ringing in my ears,
“Friday afternoon - one more call!”
It was his favourite catchphrase. And at the time, not always a popular one.
I’d always been of the mindset that there was no such thing as a ‘sales emergency’. I had a young family to get home to, and who really wanted to talk shop at 4 pm on a Friday, anyway? But Stuart was a good manager, a nice guy and an excellent salesman. So, I think that’s why I always suspected that there must be something in it.
A Battle of Wills
One afternoon, after a particularly testing week on the job, I was driving in the direction of home as I approached the turn-off for my last client call. It was a potential customer I’d met once before but had never pinned much hope on securing her business.
As I neared the exit, I could almost see the little angel on my right shoulder and the demon on my left.
“Remember, Sandy - one more call!”
“Ach, you’ve done enough this week! You deserve a rest.
I wonder if there’s beer in the fridge?”
“Sales is a numbers game and there’s no getting away from it! Remember that 80% of sales are made after the fifth meeting yet. The more calls you make, the more business you’ll book. The pub isn’t going anywhere - but your customer might!”
“At 4 o’clock on a Friday? Pfft, she’ll probably be away home!”
“Pop in, say hello, and if nothing else - you’ve made another contact with her. The more contacts you make, the more likely she is to become a customer.”
As I passed the customer’s place (it was a golf resort and sports complex), it was as if my car had a mind of its own as I turned into the car park.
And there she was, right in front of me.
(No, I didn’t run her over.)
But it was almost as if she’d been waiting for me, as she stood, scrutinising a collection of hanging baskets by the door. She waved when she saw me,
“Ah, Sandy! That’s funny, I’ve been thinking about giving you a call. I know it’s getting on, but do you have time for a quick coffee?”
A big order was placed and I had a new customer on my books. The coffee (passable) was also accompanied by some rather delicious sponge cake.
I didn’t go above and beyond. All I did was push myself to make that last call. And the truth is, turning up is the bare minimum that’s required to get results for your business.
You don’t have to be certain. But you do have to take action, to get sales.
Struggling to grow your business or help your sales team realise their potential? A gap in your sales process could be costing you customers. At Sales Coach Scot, our sales training sessions combine knowledge and practical selling skills with proven sales processes to help your business capture every opportunity. Get in touch today to book your sales training session.
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