Are your salespeople delivering the same old tired messages to their most important buyers, week after week, and month after month? Salespeople calling on the same customers over the year tend to become reactive and repetitive in their selling and support efforts.
How many of your reps keep asking the same four questions when they go into their existing customer? They ask “Anything you need?” “Anything coming up?” “Anything I can help with?” and “How’s the family?
You need to break this messaging up or else this could become so repetitive that your customers might stop listening. One of the ways you can break up your messaging over the year, and improve their persuasiveness, is to divide your year into selling campaigns.
For most sales teams, dividing the year into 12 monthly selling cycles tends to work best. Each month your team changes their major dominant message you want them delivering as they cover their normal territory.
One month your team could be talking about your return policies. Another month they could be talking about the inventory levels you maintain. A third month could be reminding your buyers of the training available.
The idea is to vary your team’s sales messaging and to have different aspects of your uniqueness and value being shared with the customer at least once a year.
Join me as I share how you can vary your team’s sales messaging by utilizing sales campaigns. Think this idea of sales campaigns could help your team sell even more?