Stay focused and don't forget to ask for the business

It is so easy to get distracted.  So easy to get caught up in the day.  So easy to forget what it is that we started out to do.

I was working with a top sales person the other day who is going through a bit of a sales slump.  So I started to ask some questions and before I knew it she started to tell me everything that she is doing and how it is unfair that she is not doing better in sales right now.  I listened closely to all that she said and In fact I took notes so that I could be certain that I did not miss any critical information.  After about 45 minutes I stopped her and told her that from what she has said I think that she is doing it all perfect.  In fact I told her she should share her stories with others because she really is quite good at finding out what her clients challenges are and figuring out good ways to solve them.

She then asked me "why am I not closing more business?"  I had to think because from what I had heard she was doing it all right.  So I asked her if there was anything else she could share with me about her process, and then I heard it.  Or, in this case it was more what I did not hear that made me smile.  I told her that we could solve her problem and that I could help her to pull herself out of this slump.

I asked her to show me all of the written proposals that she had presented in the last month...  she had just a few.  Not nearly enough.  I said to her, you have become so focused on just a few parts of the sales process that you have forgotten the part where we actually give the customer a proposal.

She had worked so hard on becoming great at finding out their needs and solving their problem that she had neglected that detail.  She thought that her client and her were on the same page and that doing the deal would just be automatic even with out all the details spelled out in writing.  So we came up with a plan that has really worked.  She now asks this question to ll of her clients.  "how would you like me to put together a proposal so that you can sign off on it and we can get started?  What elements do you need to see in the proposal so that you will feel comfortable with what it is that we are moving forward on?".  We have seen sales increase and she feels much better about the process.

She is a talented sales professional and was so focused on some parts of the process that she just forgot to ask for the business

Comments

[Trey Morris]

Actually, Dahl has been "podcasting" for several years. Of course, 2 years ago, we didn't call it podcasting.

Way back in Aught 2, we just called it downloading an MP3 of his show. ;-)

[David St Lawrence]

Excellent advice!

She was doing what many sales professionals neglect, finding out what the customer needs.

On the other hand, she was missing out on what sales people are typically drilled on, writing the proposal and asking for the order.

With both under control, she will probably do well in any field.