Are you missing your road warrior days? You know what I mean: you’d start the day with your favourite coffee, head out early to avoid traffic, and get an early start on your first customer sales meeting. You’d continue your day with several other customer meetings, including a great customer lunch. Can you believe these road warrior days were your everyday normal just a short time ago?
Even though businesses are starting to open up and you’re getting itchy to get out on the road to meet face to face with your customers, the reality is that many of your customer sites are not allowing sales professionals on their premises. You want to get back to normalcy, to seeing your customers and hitting your sales numbers. You’re getting frustrated and feeling the pressure to increase sales.
There is a way to build rapport, establish trust through technology, and maximize your productivity while working your territory, from your home office. You can use your road warrior selling approach to become a tech Titan.
Here are ways to turn your territory into a tech-driven performance plan to get results:
It’s all about what you do BEFORE, DURING and AFTER your customer calls, and that means mapping out Purposeful Conversations. Share on XIt’s all about what you do BEFORE, DURING and AFTER your customer calls, and that means mapping out your series of Purposeful Conversations.
SELF-TALK Conversation
It begins with you and your mindset. You may not love technology, your CRM, or the volumes of virtual calls that fill your day. Yet, you like the idea of becoming a Titan – top of your game and ahead of your competitors. This is the opportunity to unlearn your traditional territory selling approach and embrace the Trusted Titan way.
STRATEGY Conversation
Map out how you work your ideal week, without even leaving your home. How will you re-gig your territory to meet with the right buyers on their terms? Identify technology that will save you time and hours of driving, and provide you with the time to enjoy breakfast AND dinner at home with your family. Maybe you convert your typical drive time into a new hobby, or finally put time towards optimizing your CRM.
REASON to MEET Conversation
Our recent conversations with buyers revealed that they are receiving hundreds of cookie-cutter emails each day that do not succeed in winning their attention. To secure a meeting with a buyer, it’s about quality over quantity and using exciting technology (eg. customized videos in emails) to win attention.
To secure a meeting with a buyer, it’s about QUALITY over QUANTITY and using exciting technology to win attention. Share on XOur buyers said that a customized video email would get their attention, as they are getting very little of these types of emails as a means of securing a meeting. Buyers also told us that texting, or the old fashioned technology of a telephone call with an email, would give them the gentle nudge to differentiate you from the competition. At Teneo, we call that the double whammy to increase sales efforts. Again – it’s technology other than yet another email that will get a buyer’s attention.
PURPOSE Conversation
This is the opportunity for you to shine. It’s no longer about your products or even having the best price. It’s about having a Purposeful Business Conversation to ask even more questions about the challenges and impact on your client’s business. What new problems are they trying to solve? How are they trying to become more efficient and optimize costs? What are they doing to pivot and grow revenue? Using different virtual platforms will allow you to be the Titan! Have a discovery call to develop trust in a video call. Demonstrate your new product line, or host an interactive lunch-n-learn using polls to impress and get their attention. Customers will have to validate every decision and cost expenditure – turn your products and promos into a purposeful proposal with ROI that will help them grow their business.
FINAL YES! Conversation
There will be more objections or budgets on pause than ever before. As a Tech Titan, you are armed to anticipate those objections and address these even earlier in the buying process to influence and collaborate on new solutions that will make your buyers heroes! It’s all about making your customers look good – that is what Tech Titans do and it is what you can do to turn things around- both for your sales and for the economy.
Harness your Road Warrior Approach to become a Tech Titan Hero and enjoy your summer, even more!
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.