Monday, January 25, 2010

Wing & a Prayer?

from my email:

Daily Sales Tip: Lack of Planning

The typical field salesperson has, as a necessary and integral part of his/her personality, an inclination toward action. We like to be busy: driving here and there, talking on our cellphones, putting deals together, solving customers' problems -- all in a continuous flurry of activity. Boy, can we get stuff done!

And this high-energy inclination to action is a powerful personality strength, energizing the salesperson who wants to achieve success. But, like every powerful personality trait, this one has a dark side. Our inclination to act often overwhelms our wiser approach to think before we act.

In our hunger for action, we neglect to take a few moments to think about that action. Is this the most effective place to go? Have I thoroughly prepared for this sales call? Do I know what I want to achieve in this call? Is this the person I should be seeing, or is there someone else who is more appropriate? Is it really wise to drive 30 miles to see this account, and then backtrack 45 miles to see another?

Customers these days are demanding salespeople who are thoroughly prepared, who have well thought-out agendas, and who have done their research before the sales call. All of this works to the detriment of the "ready-shoot-aim" type of salesperson.

On the other hand, those who discipline themselves to a regular routine of dedicated time devoted to planning and preparing will find themselves far more effective then their action-oriented colleagues.

Source: Sales consultant/trainer Dave Kahle (

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