Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Take your PAL with you on your next sales call.
PAL stands for purpose, agenda, and limit.
Too often, sales people go into an appointment without a clearly defined objective. When I’ve asked salespeople about the purpose of their customer meeting, I’ve heard comments like “because they are one of my largest accounts”, or “I haven’t seen them in a while”. Be careful not to waste your customer’s time, or your time on a sales call without substance (these calls are also known as “howdy calls”). Establish a purpose for your appointment. For example, placing sales orders through your website, that may benefit your customer by saving them time and streamlining their internal process.
Your agenda needs to include all of the items necessary to meet your stated purpose. Create a written list of action items to be discussed during the sales call. The PAL should also be discussed with your customer, so they understand why you’ve requested their time and the objective of your sales call. If your customer has any issues they want to discuss, these should be addressed first, even if that means your agenda will be delayed until a future meeting. Customer issues always supersede the salesperson’s agenda.
The limit component of the PAL corresponds to the time allotment of the sales call. It’s important that you never exceed the amount of time your customer has scheduled. If you need additional time, try saying “I see we’re running short on time today, can I schedule another appointment with you to continue our conversation?” Your customer will appreciate that you respect their time. If you have created customer interest, they will give you another appointment, or allow you additional time during your current appointment. Time extensions need to be the customer’s call, not the salesperson’s call.
Take your PAL with you next time you make a sales call. I think you and your customer will both benefit.
Mike’s Upcoming Sales Skills Workshops for March…
1. Sales Skills 201
● Creating Effective Sales Collateral
● Creating Customer Loyalty
● Preparing a Professional Presentation
Date/Time: Friday, March 21, 2008 ● 9:00am – 12:00pm
Location: Greater Phoenix Chamber of Commerce ● 201 N. Central Ave., 27th floor – Phx
Investment: Chamber Members - $59.00 ● Non-members - $69.00
Register today to Norma Macias at 602-495-6484 or nmacias@phoenixchamber.com.
2. Creating Your Effective Networking Commercial!
After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development.
Date/Time: Tuesday, March 25, 2008 ● 10:30am – 12:00pm
Location: Arizona Small Business Association at 4130 E. Van Buren St, Ste 150 - Phx
Investment: ASBA Members - $30.00 or Non-members - $40.00
Register today at 602-265-4563 or rsvp@asba.com.
Mike also recommends the AzSalesPros Quarterly Sales Conference - where you will benefit from some of our experts to help you expand your business.
Date/Time: Wednesday, March 12, 2008 ● 7:30am – 12:00pm
Location: 9659 N. Hayden Rd, Scottsdale, 85258
For more Information or to Register - click here.
Have a great sales week!