DO NOT Be Just A “Professional Visitor”!

It was near month end, and I had just returned from dinner during a product training trip. I opened my email to a note from my boss titled “DO NOT Be Just A Professional Visitor!”

I had never heard this phrase before in the context of a sales role, but I knew exactly what he meant. I forget the exact content of the note, but I am sure it was very colorful based on how he typically corresponded with us.

What he was basically saying was it was close to month end, and we needed to secure orders. A sale rep’s job description did not include going to just visit accounts. Clear goals needed to be made and achieved on each call. I heard him loud and clear.

Going to see accounts just for the sake of seeing them and not moving closer to securing business was rarely, if ever a good idea. Certainly build rapport with customers, and get to know personal details about them, but always have a “moving business forward” component of the call.

You don’t have to complete 10 objectives or something drastic like that on every call, but aspire for at least 2-3. When I had limited time with an account, I may have only had one goal, but I made sure it was a worthwhile one.

The sales profession can seem complex on the surface, but at the end of the day systems can be simplified to insure success long-term. Make achievable goals for each call, and do whatever you can to not stray from the plan. Anyone can go in and just visit people, but the real success stories come from those who plan and organize ahead of time, and are always thinking about closing business!

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About Tim Mushey

Dynamic and energized sales rep, mentor and leader since 1999. This blog will be about sales, social networking, personal branding, leadership, music and having some laughs! Don’t be surprised if I mix it up on occasion, and talk about something totally different! I thrive on being part of successful, forward thinking teams. I am ready to go from the moment my feet hit the floor each morning, with the expectation that new adventures will be coming my way. It is rare that there isn't a smile on my face, as I take it all in, and have some fun along the way!

Posted on October 18, 2012, in Sales, Sales Professionals, Sales Results and tagged , , , , , , . Bookmark the permalink. 3 Comments.

  1. Hi Tim, I am not in sales in the way you are speaking of but even in medicine we need to adapt to the concept that you are speaking of and make each patient visit count fulfilling the purpose of the encounter or there just may not be another one. Great inspirational post 🙂

    • Hi Tina! Yeah I agree 100%. Certainly there are instances where sales calls can be just “chit chat”. But what I am finding more and more is people are super busy, so if you are coming to see them, it better be worth their while. Chit chat can be at a lunch meeting or on a golf course. Thanks for your comments!

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