There may be other values in the sales action in the vast majority of representatives, but planning is precisely one of those that must always be developed and perfected if it is to be effective in any sales interview.
Although the saying that "there is no second chance for a good first impression" is well known, it would be very appropriate to reflect on: what is currently being done or prepared before any interview so that it is successful?
Just as the commander of an aircraft knows the objective to be achieved before each takeoff, the salesperson must know beforehand, keep in mind at all times and always try to achieve their key objectives for their operational efficiency from each of their interviews.
In addition to all the actions that should be taken to achieve the maximum number of them possible during each business day of the month, there are key objectives that each of them must always keep in mind so that no interview is concluded without being achieved.
Without neglecting the obvious goal of specifying as many closings as possible in each of the interviews carried out, and given that this will not always be possible in the first one, the following objectives to be achieved in it will be essential for everything. what may happen in the future with said potential customer in the future.
With the achievement of the information provided by each one of them, the sales potential that the interviewee has for the future will be qualified with respect to the realization of the sale of the products or services offered.
This aspect is essential for the future planning of all your future actions, which will only be possible as long as they have been duly registered for analysis and subsequent use through your registration method.
From the managerial point of view of the activity, these objectives are so important that if a representative were to report having interviewed a potential buyer and lacks one of them and the information they provide, it would leave a door wide open to the possibility of doubt whether the interview actually took place.
Let's take a closer look at them below:
The interest
This information represents establishing the degree or level of interest that the salesperson assigns and interprets that it really corresponds to his interlocutor at the end of every interview.
For the purposes of achieving an objective rating, different forms may be used such as: by score from 1 to 5 or from 1 to 10, by percentage or conceptually in up to five categories (low, relative, medium, high and very high).
Disponibility
It means knowing and establishing sufficient financial availability to pay for the product or service offered to the potential interested party.
This makes it easier to know if it will be appropriate to sell to you and even to determine what products or services it will correspond to offer them accordingly, avoiding serious operational inconveniences due to collections after the delivery of the product or the provision of the service.
The opportunity
According to the topics developed during the interview, the seller must establish the most probable moment of achieving the order (closing) as well as the day, week, month, etc., in which the development of the interview can continue to be specified in sale with the highest probability percentage.
If there are difficulties in achieving this objective, there are probably a lack of training regarding its management as well as the professional sales techniques that are being used.
Commitments
In cases where the degree of interest is medium or high, assuming that availability is appropriate, this will allow making commitments to continue on dates agreed between the two in order to move forward and reach the closing with greater certainty and planning of their actions in the future.
When all this information obtained from each interviewee is systematically turned into an appropriate and effective record for later access, consultation and planning of the productive sales action, the representative gradually and progressively reaches a level of performance that is characterized by greater consistency and productivity in achieving your periodic goals in terms of results.
Like all good things in life, this too comes at a cost. But it does not necessarily go through money, but through the desire, conviction and determination to start applying it and permanently perfect it through time and experiences that advise it.
© Copyright 2004, by Martín E. Heller
