This is my first post in 2012.
I am going to write about how the sales guys lose the Sales in hand. My senior wanted to buy a car. I knew a friend from Volkswagen. But she works in different city.Nagpur . So I asked her about the dealer in my city, Mumbai. I called her colleague in Mumbai. She promised to call me back for test drive. It has been a week since then but the call never happened. It’s not isolated incident. It happens all the time. The customer wanted to buy a car. I do not know if he preferred Volkswagen. But not calling completely lost the sale.
Just a week before this happened a recruiter got a tentative recruitment assignment from me. Once he passed on the assignment to his colleague, sale was lost. His colleague sent me a sheet of terms and conditions of assignment. But I did not like conditions in it. I simply wrote that I did not like his conditions. He did not follow up or respond. Maybe tried to get some fresh leads and business ignoring a hot prospect.
I see this tendency often in salesperson. They do not follow. A customer needs little persuasion to buy product. But salesperson will simply ignore the basics of sale. They jump from one lead to other without even completing one lead.
The recruiter was totally cold call. But the first person followed up with me for 4-5 months. While his collegue did not follow up. So one had a different attitude to sales than the other. A good company would put everyone through a process. So the leads would not leak through. I am doubtful if recruiter had any formal process but Volkswagen has good training programme.So training did not prove useful in this case.
It was the attitude to close the deal. As I read book by 'Levine' on persuasion, I am again reminded about stepwise sales by car dealers. Every Human Resource and sales person should read it. First to model the process in own company.
If you follow some customers would be lost, but if you don't follow then 100% is lost. My take on both these matters is it was individual person initiative making the difference. Even in good companies the initiative matters. When it is absent sales suffers.
I am going to write about how the sales guys lose the Sales in hand. My senior wanted to buy a car. I knew a friend from Volkswagen. But she works in different city.Nagpur . So I asked her about the dealer in my city, Mumbai. I called her colleague in Mumbai. She promised to call me back for test drive. It has been a week since then but the call never happened. It’s not isolated incident. It happens all the time. The customer wanted to buy a car. I do not know if he preferred Volkswagen. But not calling completely lost the sale.
Just a week before this happened a recruiter got a tentative recruitment assignment from me. Once he passed on the assignment to his colleague, sale was lost. His colleague sent me a sheet of terms and conditions of assignment. But I did not like conditions in it. I simply wrote that I did not like his conditions. He did not follow up or respond. Maybe tried to get some fresh leads and business ignoring a hot prospect.
I see this tendency often in salesperson. They do not follow. A customer needs little persuasion to buy product. But salesperson will simply ignore the basics of sale. They jump from one lead to other without even completing one lead.
The recruiter was totally cold call. But the first person followed up with me for 4-5 months. While his collegue did not follow up. So one had a different attitude to sales than the other. A good company would put everyone through a process. So the leads would not leak through. I am doubtful if recruiter had any formal process but Volkswagen has good training programme.So training did not prove useful in this case.
It was the attitude to close the deal. As I read book by 'Levine' on persuasion, I am again reminded about stepwise sales by car dealers. Every Human Resource and sales person should read it. First to model the process in own company.
If you follow some customers would be lost, but if you don't follow then 100% is lost. My take on both these matters is it was individual person initiative making the difference. Even in good companies the initiative matters. When it is absent sales suffers.
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