10 Dos and Don’ts for Field Sales Persons
December 16, 2015
No matter what product one represents, no matter what territory one works in, here are primary dos and don’ts for every field salesperson that must be adhered to:
5 Dos for Field Sales PersonnelDo your homework, pre-trip planning.
Know what your plans for the day are. Know who are you calling on and the area you are working in. Plan out how much travel is involved and how you plan to travel. Estimate the time the travel would consume.
Next, be clear about how much quality productive time is available for the customers and how most efficiently you can use that time. Know your customer.
Do a bit of homework on the customer. Study the profile of the customer and sketch out what your best offer is going to look like. It is essential to understand whether what you offer meets the needs of the customer. Is this a repeat client or a new customer? Can you use some references in the area? If you can, which are those references? Know your competition.
What do you offer that is unique and why must the customer do business with you? Why should he not go with your competition? Have your answers ready, not arguments. Are you carrying testimonials and samples to illustrate your presentation? Keep these handy before reaching out. Be fully prepared for the day.
From the basics, like 2 pens, writing material, stationery, required order forms, calculator, company catalogs and literature, and the paraphernalia. Your phone is with you. You can always call someone in the company if the customer has a question you don’t have the answer for. Be presentable.
Dress professionally. Well-groomed and neat and decent. Speak professionally, to the point, and courteously. Remember, your job is to present your service or product. You don’t control the buying decision. Perform your level best each time, justify your being there. Remember still, there is always the next call.
Do not work unplanned, you will ruin your day and the contacts.
5 Don’ts for Field Sales Personnel
Never take the day for granted no matter how many years you are in the business. You have to be prepared for a new day, a new experience, a new customer all the time. Attitude is a big factor.
Watch your attitude. If it is a day you got off from the wrong side of the bed, do not make calls. Go fine-tune your attitude, take a learning class, do some paperwork, read, or go watch a movie. But never be in the field without a perfect professional decent attitude. Never mislead your customer.
Do not promise what you cannot perform or deliver or what your product can not do. Never push sell or exploit the customer. It will only bring troubles for the company and the industry. The world is huge for you to find a customer for your service or product, but not huge enough for the industry you represent to live with a bad reputation. Do not ever risk your personal well being.
Make sure you are ready to face the weather, you are appropriately dressed and comfortable for the entire day and the extended hours if need be. You have had breakfast and have something handy to eat if need be, stacked in your vehicle, or in the pocket. If needed, your medication is with you. Your identification and emergency contact information is on you. Do not travel or visit areas that pose risk or are of bad repute. Fix your appointment in a safer neighborhood. Your vehicle is safe and will not break down halfway. You have some change in your pocket to return home safely.
Never get into any arguments.
Stay away from all small talk, unnecessary criticisms, discussions on politics or religion, and faith and personal traits. This with all strangers and certainly with prospects and customers. Never bad-mouth your competition, it leaves an unprofessional mark.
Be safe, be professional, read self-improvement books, be focused, make a lot of effort, and make tons of money. At the end of the day know that you have been of service to your customers, your society and community, to your family, and yourself. ———
Like what you’ve been reading? Contact me at [email protected] or call me direct 001.416.577.8178 for useful and professional advice on what you can do to turn your e-commerce venture, website, or social media presence towards greater sales and higher profits. This advice will be complementary to LinkedIn members. About the Author: Peeyush Sharma is the VP, Business Development & International Marketing, North America at Wisitech InfoSolutions Pvt Ltd, and spearheads new business development in the area of eCommerce, web solutions and apps. He is also an established corporate speaker on stress relief, relaxation, and meditation.
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