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A true sales-professional knows how to make the best use of
their time. They also know how to keep track of their sales efforts.
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What are my sales goals and objectives?
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How many proposals are required to meet my goal?
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What should the dollar value be?
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What is the closing ratio of quotes vs. sales?
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What is the probability of closing percentage of each
proposal?
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What is the expected close
date?
Contractor
Support
System
provides the tools required to
manage your sales. The ‘Quota Analysis’ provides the answers to meeting
required sales goals. The ‘Prospect Activity Tracking’ system reflects
your sales efforts and indicates whether or not you are on target with your
sales plan.
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Cold
calling is viewed as a ‘last resort’ effort for
prospecting new customers these days. However, it is a very important part of
refining your sales skills as you develop your career. There are proper ways to cold call that
net some results. These methods are reviewed in “Sales Initial Training”.
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By far the best method of prospecting is networking. This can
include anything from customer referrals, to outside groups or committees, to
in-house communication with other associates in your organization. This method
of prospecting reduces the selling cycle because you already have initial
interest.
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The prospects first impression of your company’s
professionalism is received in the manner with which you use the telephone.
You can be sure that if you are courteous and come across as enthusiastic yet
sincere about your product or service, the likelihood of getting through to
the right person is greatly improved.
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Having a list of answers to commonly used objections prepared
before you call to make an appointment with a prospect is recommended. It is
likely that you will be diverted several times before they agree to accept
your proposition to provide them better products or services than they are
already receiving. The objective is to get a face-to-face appointment, not to
sell your product or service over the phone.
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The qualifying process is the most critical point in
the selling cycle. It determines whether or not to continue developing a
prospect or putting them in a follow up file.
Contractor
Support
System
uses a ‘Call Strategy
Checklist’ to prepare you for the first call. The ‘Qualifier
Presentation’ is used to develop a ‘Client Profile’, which gets answers
to questions that will enable you to determine whether or not to continue the
selling cycle. Sometimes they just aren’t a qualified prospect and it’s
time to move on.
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How to Conduct Proper Surveys...is covered in the estimating
lesson provided during ‘Sales Initial Training’. Contractor Support System
also
provides a ‘Performing Safe Surveys’ section in the ‘Maintenance Sales
Review & Training Manual’ for the benefit of sales reps unfamiliar with
the risks associated with high voltage, heights, confined areas and other
particular safety measures that need consideration during a survey.
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In order to justify selling a ‘Full Service’ maintenance
program, a financial analysis and review of the results with your prospect
should be performed prior to estimating or preparing a proposal. Contractor
Support
System provides you with the methods required to obtain financial information from a
prospect.
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The Service Estimator database is designed to reduce
the probability of inconsistent pricing of maintenance proposals and projects,
and it automatically prepares your proposals. For more information on Service
Estimator
Pro click
here.
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Contractor
Support
System markets
four types of proposals:
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TSP |
Total
Service Protection |
Full labor, parts & materials
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PMP |
Programmed Maintenance PLUS
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Full labor, NO parts or materials
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PM |
Programmed Maintenance
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PM labor & mtce materials ONLY
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BSA |
Building
Systems
Analysis |
Verify
System
Operational
Integrity |
The specific coverage for each of these types of proposals is
found in the terms and conditions of the agreement document.
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We cover the terms and conditions of the agreement documents
during Sales Initial Training. It
is important for a sales rep to understand the liabilities and limitations of
the contractor as well as the obligations of the customer.
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Proposals are automatically prepared in the Service
Estimator. However, you have the ability to edit the document prior to
printing. You
can also add
proposal
templates that
you design. See Service
Estimator.com
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How you present your proposal depends on the complexity of
the agreement. During Sales Initial Training we will review the various
ways to deliver a proposal as well as conducting a formal presentation.
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There is nothing more important than knowing how to… ‘Ask
for the order’. Closing skills are constantly refined as your skill level
improves. Contractor Support System covers closing techniques during Sales
Initial Training.
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Parts of the
Maintenance Sales Review &
Pre-training Manual include selling situation scenarios that are helpful in
practicing your presentations. You come to expect certain situations when they
occur. The success or failure of a sales call is based on how well you are
prepared.
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Not only is role-playing performed during Sales Initial
Training, it is encouraged as part of the preparation of your presentation
to a customer. Use objective critics such as managers, peers or other sales
associates to review your presentation before you go to the appointment. Be
ready to close!
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