Last week, Knipex President Alan Sipe suggested selling to quality customers, instead of always focusing on meeting a quota on the number of customers you call on.
A fellow distributor brought up a few of his own concerns on which school of thought pays off more.
Matco Tools distributor Don Stout says:
I agree with the comment about not being so concerned with making each stop that you forget to sell. That creates the question: How full should you day be scheduled? Or, how much free time in between stops?
Last week I hit my first stop at 6:30 AM catching a 3rd shift before they went home and then the first shift as they started. Before leaving that shop, my first of the day, I was already an hour behind. Because that day is loaded until about 7 PM I never did catch up.
If my day is loaded and I miss stops I end up being inconsistent. If I work to see each stop, am I selling all that I can?
It's important to find a balance between staying consistent with customer stops each week, and using your time efficiently.
How do you do it? Share your comments below.
Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to firstname.lastname@example.org, and see your suggestion featured here!