What is the first action step all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salesperson’s product/services on their company. We call it the Annual Client Audit Review . The objective of this meeting is actually made up of many sub-steps.
Step 1: Reinforce Value
This will reinforce in the mind of the salesperson the benefits the products or services that were delivered—this builds belief in the company, and belief is the most important emotion that salespeople must carry with them each day. It’s the inner desire to serve clients that separates the average performer from the top producer. When the salesperson truly believes in their product/services and their impact on their clients business, they will go the extra mile to win the order.
Step 2: Align Objectives
The second action during this meeting is to discus with the clients “the client’s strategic objectives over the next 24 months.” This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals.
Step 3: Plan Ahead
The third action with each client is to work them through an Account Plan. One portion of the entire plan is based upon mapping the current utilization of the existing product/services […]
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