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mark hunter, the sales hunter, and I want to talk right now to sales managers
and the whole principle of what I call the "four-legged" sales call
this is a very critical aspect. If you're a sales manager and you are not actively
making sales calls with your people you're missing out on something.
But here's the problem. Here is what i see happening from time to time.
we go out and we make a "four-legged" sales call. Now a four-legged sales call is a term I
have were two of you are going into making the call
Now here's the problem
the salesperson goes in and you go in and the sales person automatically defers to
you the manager. And you take control of the sales call. Big mistake.
you are not there to take control of the sales call. The salesperson still has to be the
salesperson.
your job is to help garner, help gain new information, help gain new insights
on what is happening
what is the salesperson not able to get. Why does
this happen
you're the sales manager. you can ask questions that the sales person maybe
can't answer. Excuse me,
maybe can't ask. or the salesperson can ask and you'll get one
answer but if you ask, you'll get a completely different answer. This is why i
like the four-legged sales call so here's the deal
you're gonna go out and you're gonna work with your salespeople before you go
in I want you to ask yourself this simple question
what are one or two questions
or three questions that i can ask of this customer that will help give us
new information and new insight.
That's the role of the four-legged sales call
now the other beautiful thing i like about the four-legged sales call
is to do this at the beginning of the fiscal year, but why?
because if I do this at the beginning of the fiscal year, I uncover new
information. I uncover new insights.
If I wait until the end of the year, which is when typically four-legged sales
calls are made, because you're going out to try and
make the number, try to close as many deals as possible. that's foolish
Go out at the beginning of the year, uncover new insights and new opportunities, and you
allow your salesperson to have more time to win with those new opportunities
the whole role of the four-legged sales call is
you asking questions the salesperson can't ask
and you making sales calls with them at the beginning of the year. Mark Hunter, the
sales hunter. Check out the website www.thesaleshunter.com. There is a lot of information
there to help you
great selling
the