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Bad Weather Selling: BRRRR!!
by Ty Bello, RCC
So, how do you like the bad weather????? (Meh…not so much.)
Well believe it or not there are things that we can do during these “Snow and Ice Days”.
There are probably places that will still be opened and, if you can, you should go and see them. I bet your competition will not be out, so why not you? Your ownership and I are not asking you to risk life and limb, but if the roads are manageable, you should be out making some sales calls. Bundle up, have a blanket and shovel on your trunk and some salt for the road.
Again, DO NOT put yourself at risk.
Now if you can’t get out then, how about the following ideas:
1. Do you have any referral sources that you can call by phone? Hospitals come to mind, because they will still be discharging if at all possible. It would be good for them to know that your delivery team is still up and running. And if they need anything-you’re happy to service them. Again, check with your leadership to confirm they want the delivery techs out in the bad weather.
2. You can work on your Scripts for Sales Calls for when the weather clears. Being prepared is a great thing.
3. You can do some internet research regarding Sleep Labs and Hospitals in your area. Maybe go to WebMD and search for physicians in your area that you may not have in your call deck.
4. You can work on your Territory Management-consider what routes are working, which aren’t, and how you can modify.
5. Read some articles that you have been meaning to look over from publications like HME Business, Sleep and Respiratory, and Mobility.
6. Review from where you got business last week or month and from whom you did NOT hear.
There is always plenty to do. Oh, by the way, if you really can’t get out, take some time with your kids and go sledding. When you ask them if they have some homework that would be a good time for you to do some homework as well.
Have fun and be safe.
Listening Like a Sales Professional
by Ty Bello, RCC
How do you know if you have someone’s undivided attention? We all know what it is like standing in front of the referral source and having a well-planned out sales call ready to go and even though you are close enough that you can smell their breath, they are really not there.
As I teach sales listening programs, I share that you cannot control the other person, but you can control yourself. All people demonstrate attentiveness in two ways: physically, using body to communicate, and psychologically, listening closely.
How attentive are you when meeting with prospects and referral sources? Here are a few proven tips that will work for you.
- Face the prospects and referral sources directly. This will tell them that you are “there right now,” and, “I’m here and ready to face the issue head on.”
- Open position, receptivity. Remember we cannot change them, but we can be open and receptive to the conversation. Don’t cross your arms or put your hands in your pockets. It is about building rapport.
- Lean Forward. This is not a natural position for us to take when making sales calls. Typically we find ourselves leaning forward when we are in conversation with someone we care about (not that we don’t care about the referral source, it is just a different type of caring). Lean forward and show you care.
- Good Eye Contact. Good eye contact does not mean staring. Here is a great tip. When looking the referral source right in the eye, start at the right eye and then look into their left eye. This will prevent you from staring and help you focus.
- Be Relaxed. This is just a conversation after all! You just happen to be educating them on your products and services. So relax-you know your stuff and they may know about some of what you do but not all of what you do. So relax and make sure you use positive cues to let them know you are open and receptive.
Now go make some sales call and LISTEN.