As a salesperson, your job is to get in front of decision-makers and facilitate productive conversations that lead to a commitment for business. Previously on the blog, we’ve discussed what it takes for a salesperson to put together an Ideal Sales Day that is constructed to maximize opportunities for networking and sales. The real point of the post was that organization and planning are the keys to your success.
However, it can be easy to look at an Ideal Sales Day Schedule in a vacuum, and think that it’s easy. In fact, it takes a lot of work and strategic planning to consistently put together a string of ideal sales days that add up to an ideal sales week, and then do it again and again and again until you’ve produced an ideal sales year. If you want to create ideal sales days for yourself, and do so consistently day-after-day, you’ll need to follow some of these 10 Tips for Creating a Dealer’s Ideal Day:
- Join one trade association with the focus on attending most if not all meetings, getting on at least one committee, and meeting every member to establish a relationship.
- Join at least one networking group with the same intention as above.
- Deepen and expand your network and referral system daily. Always be on the lookout for opportunities to create connections.
- Obtain the dealership lists of orphaned clients, service-but-not-sold customers, vendors of the dealership, and parts-but-not-main-unit buyers.
- Based on all the above, get three appointments a day – on at least 3 days out of the week – with key business owners.
- Identify a main, anchor appointment around which you can plan and optimize the rest of the day (visit other potential or current customers in the nearby area, etc.).
- Between each appointment call, plan three cold or warm calls.
- When appropriate, ask for the right to quote.
- Put all information into a business to business CRM like ACT.
- Follow up relentlessly.
And here are a few extras to boost sales:
- Get your inventory on EquipmentTrader.com. They boost your exposure way beyond what you could achieve on your own, and their dynamic new reporting tools make it easy to keep up with your inventory, track consumer search and engagement patterns, and conduct competitive market research.
- Do outbound marketing every day.
- Have a CRM that works for commercial sales. This is a game changer. In most cases, a retail CRM will not work for commercial inventory.
- Take a business portfolio that has room for business cards with you on all calls. This helps ensure you are prepared to be a trusted and resourceful referral source at any time.
- Send out printed thank-you cards on a constant basis. Game-changer; trust me.
This is a tough business, but it can feel easy if you work smart and rely on networking and referral based selling. Add in the activities just recommended, and you will come out on top. Like I’ve said before, I’ll see you there!!
About the Author
As the Founder and President of Commercial Truck Training, Ken has consulted, coached, and trained commercial dealers on individual, regional, and national business levels. Known as an industry leader, Ken has worked with companies like General Electric, General Motors, FCA, Ford, Commercial Truck Trader, and Equipment Trader.