In the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If thatâs the case with you, youâll do very little face-to-face selling and a whole lot of remote closing.
What do you do when youâre not able to close face-to-face? Well, when you close from a distance, you call upon your skills as a closer and rely on the wonders of technology like phones, fax machines, the Internet, email, and express or overnight delivery services.
Letâs say youâve presented to International, Inc. in Los Angeles. Youâre now back home in Boise, Idaho. Your presentation was precisely detailed. You established great rapport with the three committee members and followed up with thank you notes to each person before you left L.A. They told you they had to make a decision by today (a week later). What are your chances of getting the agreement? Very good if you answer âyesâ to the following questions:
Did you call either yesterday or the day before to check to see if the clients had any remaining questions about the ability of your product to satisfy their needs?
Did you arrange a specific time for their call today?
Have you reread your entire file on this account so all the details are fresh in your mind?
Do you have your brief summary review (your list of everything they agreed they like about your product) filled with emotional involvement phrases that will help them feel what it will be like AFTER they take ownership?
Does your receptionist or assistant know to hold all other calls at the appointed time and to announce this clientsâ call to you?
Do you have a solid closing question prepared and rehearsed?
Every âyesâ you answer here brings you closer to getting the big YES from your clients. Even if the potential clients dismissed you with a âWeâll get back to youâ that doesnât mean you sit and stay like a good puppy until they call you. Youâre a professional. Youâre proactive.
Calling a day or two before the decision to see if anything new has come up doesnât make you a pest. Making this call is a courtesy and a way to protect your interest in the client. You can be the competition is trying to lobby for their product. So, why shouldnât you?
More sales professionals around the world have learned more about how to sell, how to serve their clients well and how to generate great incomes in sales from Tom Hopkins than any other sales trainer. A life-long student of selling, Tom has developed strategies, tactics and pschologically sound sales practices that are proven effective in every economy and culture.