I RECEIVE a lot of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now. • I am a marketing and sales rep for a company that sells emergency cleanup services. I visit prospective customers almost daily – mostly insurance agents and property managers – and provide value. Given the nature of what we do, my biggest challenge is coming up with objectives for each visit. Do you have any advice for me? Call a current customer that has just had a major cleanup. Talk to them about what happened before, what caused it, what happened during, and then what happened after. What was the outcome? If you’re really looking for an objective, if you’re really looking for subject matter to talk your customers about; what could be better than something you’ve already done and what could be better than the proof you could provide through the voice of your existing customer? Do that and all of your watermelon will come right from the heart.
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