How Successful Salespeople Plan Visits To Customers

The achievements and success of sales people, particularly in the case of new clients

, never depends on just a few factors. This is one of the challenges of effective sales training. Top sales people were asked to write down every activity, which unfolded before and throughout a sales conversation. Three types of visit were identified:1. The first visit to a potential new customer2. The follow-up visit3. The visit to a customer looking for a new supplierThe results showed that successful salespeople proceed in a similar way as follows:First visit to a potential new customerAim of the visit Collect information about the needs and goals of the customer 84%Develop a personal relationship with the customer 44%Leave behind a good impression 44%Portray the company positively 33%Identify the decision makers in the customer's business 24%Estimate potential revenue 20%Determine the customer's attitude to the supplier 20%Create a basis for a follow-up visit 20%Agree a date for the follow-up visit 20%Planning work before the visit (in sequence) Study reports about the company 48%Ascertain the size of the customer 28%Ask for a meeting 0%Ascertain the names of contacts 32%Ask colleagues who know the customer 36%Identify decision makers 52%Ask other customers for information 44%Ask customer services for information 20%Ascertain whether the customer belongs to a group of companies 20%Collect information about the customer's creditworthiness 40%Identify the customer's main product 36%Work out opportunities for working together 20%Research who are the customer's competitors 28%Determine the customer's delivery and storage requirements 20%Prepare a sales presentation 40%Read relevant publications 36%Acquire samples 20%Confirm the meeting once again 52%Take time to be absolutely punctual 36%Activities during the visit (in sequence)Look at the person you are meeting, smile 28%Greeting 44%Personal introduction 72%Shake hands 40%Be asked into the office 24%Exchange business cards 40%Small talk 36%Thank them for the opportunity to have the meeting 28%Go over to the reason for the visit 36%Discuss the content of the meeting with the customer 36%Talk to the customer about their company's development up to now 32%Talk about their career development 40%Talk about the career development of the salesperson 40%Talk about experiences the customer might have had with the supplier company and their knowledge of the company 56%Talk about the development of the supplier company 20%Discuss general requirements and expectations in relation to suppliers 24%Discuss current problems in the customer's company 36%Discuss particular products 32%Hand over brochures etc. to the customer 20%Ask who are the leaders of the most important departments 36%Ask about the possibility of a meeting with these leaders 20%Agree a follow-up visit 48%Thank them for their time and co-operation 76%Follow-up visit to a potential new customerAim of the visit Make a concrete offer 38%Confirm that all the customer's questions were answered 28%Obtain a commission 28%Get to know decision makers 25%Get to know the needs to those who use the products in the customer business 25%Activities during the visit (in sequence)Greeting 38%Introduce the people participating in the meeting 88%Set out the content of the meeting 38%Begin presentation 21%Briefly introduce the supplier company 50%Give out brochures etc. 21%Set out the interests and needs of the customer 33%First visit to a potential new customerFrom this work through how the product's characteristics mean it isAppropriate to solve problems 33%Emphasise elements of service in the eventual business relationship 21%Discuss cost savings and prices 29%Ask for the order 38%Ask for the customer's questions and views 54%Offer a visit to the supplier company 21%Summarise results 29%Clarify necessary activities and the related time scales 21%Thank the participants 63%Visit to a customer who is looking for a new supplierAim of the visitPresent the company as a potential supplier 40%Intensify annoyance with the previous supplier 36%Obtain an order 32%Determine the reason for the disagreement with the previous supplier 28%Make suggestions for improving the current situation 28%Emphasise availability to provide service 20%Activities during the visit (in sequence)Attempt to intensify annoyance with the previous supplier 44%Determine the background to and degree of the dissatisfaction 40%Assess chances of solving the problem 28%Develop goals and strategies for the customer 20%Ask about the customer's needs and views 24%Ask for an order 40%Stress strengths such as e.g. delivery times 56%Offer a visit to the supplier company 28%Agree a date for the next visit 28%The above information provides a useful insight into the activities of successful sales people. Many of the points listed are expanded upon in good sales training courses.

How Successful Salespeople Plan Visits To Customers

By: Richard Stone

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