SLH SALES TRAINING MORSEL #58

//SLH SALES TRAINING MORSEL #58

SLH SALES TRAINING MORSEL #58

NOT ALL CLIENTS
ARE CREATED EQUAL
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Many Sellers feel compelled to literally “see” their clients, believing that Sales is best done on a face-to-face basis. They tell me that high-caliber relationships can only be built in this manner.
Not only do I strongly disagree with this belief but other problems can arise because of it – that of managing one’s time in the most efficient and effective manner.
How do you decide where and how to spend your time? Sellers often claim that time management issues result mainly because of the size of their territory. Or, the number of clients they serve. It actually may be a bigger issue – how Sellers view their client lists.
Too many Sellers see what they do as “running a route,” like filling vending machines. If it’s Tuesday, I have to be in this area, calling on these clients. The reality is that not all of your clients are of equal importance, and should be treated differently. We actually need to discriminate.
Most everyone’s familiar with the “80-20 rule,” although it’s technically the “Pareto Principle.” The theory was developed by Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population. He then observed that 20% of the pea pods in his garden contained 80% of the peas. Who knew?! Anyway, when applied to business it postulates that 80% of your business will come from 20% of your clients. For many of us, though, the ratio may be closer to 90%-10%.
I suggest that you categorize your clients into quarters by their importance to you.
Top Quarter. This is where your livelihood resides and these accounts better be served with full attention  to detail and follow-through. Nothing is too much to be asked to do and accomplish for these folks.
2nd Quarter. These clients are ones that should be top prospects for growth.
3rd Quarter. Minimize face-to-face activity. Be sure to ask how often they want to see you in person.
Bottom Quarter. Do NOT see these folks face-to-face. Use the telephone and written word to further develop these accounts.
As in European Football, there is always going to be movement between categories. Don’t let the folks in the bottom quadrant drain your time and prevent you from doing what needs to be done for the most important clients you have.
And, look how much time we’ve created! See Morsels 19 & 28 for other ideas on Time Management.
What do you think?
Good Selling to you!
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2012-05-06T22:06:00+00:00 By |Uncategorized|0 Comments