Virtual Selling Tips related to Vital Selling Regimens, by Don Buttrey, President of Sales Professional Training, Inc. Today, Don shares with us the importance of Call Reporting in Customer Relationship Management.
Let me discuss some items requiring more discipline and attention in this “Virtual” world we are living in today.
- If working remotely, it is even more critical to include to define your commitment to some specific start/stop times and aggressive guidelines on how many calls you will make each day. Own it. Be accountable. Do the grunge work. It will pay off in the long run! If you coast or get distracted it will bite you. Get fired with enthusiasm! . . .or . . . be ‘fired up’ with enthusiasm!
- Set target ‘guidelines’ to make more calls/touches in this current market! And that is now feasible due to elimination of travel time. Use that to your advantage and be tenacious with the discipline of proactive calls! The slower the market, the harder we must work as salespeople! No excuses.
- Mix up your touch points such as phone, email, video etc. Try multiple approaches until you connect. Do not give up.
- Monitor and document communication preferences in your CRM for each contact (such as email, text, call, video –Zoom, Meet, TEAMS, FaceTime, etc.)