Frustrating, isn't it?
That's sort of how a salesperson without an organized schedule ends up working. With all the competition in the market there is no more room for this type of practice and adopting a CRM is essential for every sales team.
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When you implement the right CRM in your business process, you have much more control over your customer engagements.
There comes a time when the Excel spreadsheet no longer meets what the company needs, and you should pay attention to that moment.
Post-it seller
Post-it salesperson is a salesperson who writes down all the details of their negotiations and commitments on scraps of paper or notebooks. After a while the paper crumples, goes to waste, gets wet or gets lost.
Furthermore, if the representative is going to visit the client or has a meeting and does not have the notebook in hand, he is at the mercy of his memory capacity, which is also not recommended.
Ok ok, there is no problem in writing things down on paper at the time of the conversation, as long as they are transferred to CRM afterwards!
With an online CRM , you can easily schedule your appointments, calls and meetings in an organized and easy to manage way.
That is, if you tell the customer that you are going to check a detail with the finance company and return to him tomorrow at 10:00 am, you will return tomorrow at 10:00 am .
No such thing as giving holes in commitments due to lack of control over activities.
How not to be a Post-it Seller?
As we've said several times here on the blog, having a CRM is essential. But apart from that, it brought three best practices for managing commitments. Check out:
1 - Never leave a business in progress without a scheduled activity
That's one of the golden rules we've adopted here at Moskit and we've seen a lot of positive results based on it. Keep an eye on your sales funnel at all times.
How many deals have you lost because the deal has been going downhill, making fewer and fewer contacts with the customer, until the time comes when he loses interest?
What is still in progress must have activity.
2- Know how to use the CRM history to your advantage
Supposing that one day you called a client at 11:45 am and he asked you to call in the afternoon because he was picking up his son at school at the time. Do you know what you're going to do? Write this down in the CRM and you'll never call him again at 11:45 am , because you already know that this time he picks up his son at school.
Got information that can be used to facilitate contact with the person? Write down and adopt.
3 -Place real notes inside your CRM
When you finish a meeting with the client, you put notes like this:
"Good meeting, client liked it a lot and asked for the proposal to be analyzed. I've already sent it to him, and I'll return next Friday to proceed".
Or put the notes like this:
"Good meeting, Mr. Rodolfo really liked the management tool, especially in the management of activities, as one of his biggest difficulties when working with spreadsheets was keeping control of the productivity of his salespeople.
He's a big Game of Thrones fan and said he's been following our blog for some time.
I sent the proposal via email, and he asked me to return next Friday, as during the week he will visit his wife's parents in Santos. Scheduled activity.
Ps: Remember to ask about the trip".
The notes recorded within your CRM should be a faithful history of what happened, as well as being one of your main weapons in a negotiation.
These and many other details are what can differentiate you from the post-it salesperson who forgets to return to customers.
Stop wasting time and take your CRM strategy seriously.
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Source: PropertyNews
