Sales Impact Chart
Note: Click on each term and read the description below.
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Professional Visitor:
Drops in, often without appointments, bringing in doughnuts or bagels.
Starts each conversation with, “So how’s it goin’?”
Generally liked by the receptionist and staff mainly because he is harmless.
Visits a lot of customers each day.
Low sales.
Short term employee. Job hops.
No expectations other than to “go sell”.
Little-to-no corporate commitment to training.
Minimal training provided and no professional coaching.
Price Seller:
Generally makes appointments and leads with price.
“We are less expensive/cheaper/more cost effective than our competitors,” is a typical statement.
Untrained to have even minimal clinical or technical conversations about the merits of his products versus the competitors.
Discussing customer needs does not even cross his mind.
Minimal Corporate support of training.
Has short term sales victories but cannot sustain long term growth.
What training does exist is generic.
Feature/Benefit Teller:
Clinically and/or technically capable of having a conversation about products.
However, a conversation rarely ensues because he is too busy telling his customers about his products.
Very good at the old school “feature/benefit” didactic call.
Often will “close” a customer but leave frustrated and befuddled when he does not get the order. “I told my customer everything I know and I still didn’t get the order!”
No customer focus.
Average corporate commitment to training.
Low sales and limited access to customers after the first few calls.
Trained and coached on feature/benefit/close, feature/benefit/close.
Customer Satisfier:
A solid performer.
Asks good questions, identifies customer needs and goes all out to satisfy those needs.
Has earned the respect of many if not all of the players in his accounts and has access to key decision makers.
Above average corporate commitment to training.
Consistent sales growth.
Well trained and well coached.
Business Partner:
Has broken through the vendor-customer barrier.
Because of his customer centric focus, his customers call him to help them solve their problems. And he can do it!
Asks great questions of all key players and influencers .
Leverages information from all to satisfy the multiple needs of each.
Focused on his customer’s business, market and customer’s customers.
Knows how his product impacts their business.
Sustainable sales growth leader year in and year out.
Corporate treats training as a competitive advantage.
Expectations clearly communicated and reviewed at least semi-annually.
Extensive training and professional coaching compliment his can-do attitude.
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