Sales Training - Do Your Own Work





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Uploaded on Oct 26, 2009

Dont ask me to do your work. Do it yourself!

I get requests like these all the time: Please update your information, blah, blah And whatever the program is, they want me to register and become part of their pathetic process. Eh, no.

Funny, I NEVER get these requests from customers. Only from salespeople or should I say LAZY salespeople. Why on earth are you asking me to update your database? How about your windows? Do they need washing? Floors need waxing? Trash can full? Why not ask me to make your car payment?

STOP THE STUPIDITY. Your brains are showing or not.
STOP THE RUDENESS. Your manners are showing or not.
STOP THE LAZINESS. Update your own records.

Come on.

And Im certain some of you will email me and tell me how successful it was, or how customers dont mind doing it. What a bunch of B.S. that is. Asking customers, prospects, and friends to stop what theyre doing to make sure your records are current? Give me a break.

How do you think your customers perceive you as a sales professional when you do this? At a minimum theyre thinking this guy cant even keep his own database up to date. YIKES!

What are you doing for them? Wheres the value? Wheres the professionalism? How many records do you have that you cant just pick up the phone and call them with an idea or a valuable piece of information, and OH BY THE WAY, is my info correct?

START THINKING. How can you help your customer instead of helping yourself?
START DOING FOR YOURSELF. Your own admin, order forms, and follow-up.
START DOING FOR OTHERS. Things that prove you value them and their time.
START BUILDING RELATIONSHIPS. Give some value. Give some ideas.

MAJOR CLUE: What kind of an image of yourself and your work ethic are you sending to your customers and prospects? If they place an order, are you gonna call them and ask if they can pick it up so you dont have to fill out the FedEx forms?

And worse, these please update emails are always a pitch for the database software company that says, Join in, become a member so that you too can annoy the hell out of your customers and look like a fool. And oh, by the way, they purposely leave off the direct email of the sender so that you can only go through their system, and get you to register before you can do anything. This is the ultimate in frustration and rudeness.

How about this: Do your own work. Times are changing rapidly. Economic news is hitting every sector every day. Your customers need help, not frivolous emails begging for their assistance because youre to lazy to do it yourself.

SHORT LESSON: There are no shortcuts in sales. For a reason. There are no shortcuts to relationship building. And every action you take as a salesperson exposes you and how you conduct yourself as a sales professional.
SALES LESSON: Insurance salespeople fill out the forms for the customer. Always have, always will.
HARD LESSON: Mortgage salespeople dont fill out the forms for the customer maybe thats why its so hard for them to secure customers. We fill out the forms would be a competitive advantage to gaining my business.
VALUE LESSON: Updating your database is a great opportunity to reconnect with your entire customer base, if you will just pick up the phone and call everyone. You heard me, EVERYONE!
REALITY LESSON. How about coming up with a few ideas that will leave a positive impression on your customers rather than a pathetic one?

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