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Touch Time!

Sales Professionals postpone important calls for many reasons:

–          A tense meeting with the CEO of a leading organisation

–          A sticky call with an irate customer

–          A call with an opportunity to Close – but the customer has been asking for the Moon.

–          Meeting a customer at a remote location

We have a dozen … No! Make that several dozen … reasons for not wanting to make a Call.

The reason for reluctance can be many; here are a few:

–          Lack of comfort – you have to face sticky questions and even face the customer’s wrath

–          Lack of preparation – you are not sure what questions will be thrown at you.

–          A barrage of bad vibes – embarrassing, tense and unpleasant.

–          A feeling of not being in control – lack of empowerment and maybe the uncertainty.

Oh! I missed a big one … You are just too lazy to make the visit!

But the truth is that every situation has to be faced and the job’s got to be done – no matter how painful, embarrassing or annoying you have to make that Call, you have to face that customer!

Salespersons have to understand the biggest truth of their business:

–          No business happens till you meet the customer!

You can sit in the office and make cute PowerPoint presentations, do detailed sales analyses and send a million proposals; but until you meet the prospects and push the deal to a Close all the work done at the office has no meaning.

There is an interesting term in the Sales domain … Touch Time!

It’s the time spent in the Customer’s / Prospect’s presence – that’s when a Sales Professional’s work is being done … that is Prime Time! That’s when revenue earning work is being done!

Sales Professionals have to stop fooling themselves into believing that business will just happen – because customers are just dying to buy their product. They have to actively pursue the prospects and maximise time spent on this critical activity. They also need to remember that there are other players in the market, waiting to pick holes in their act – any sign of weakness or slackness and the competitor would move in like an Eagle on a hapless hare!

It’s time to shake off the discomfort, fear, laziness and any other reason we make for ourselves to avoid meeting the customer – if you don’t, someone else will.

As Sales Professionals you need to relish each meeting – it’s an opportunity to display your skills, an opportunity to build a stronger relationship and an opportunity to learn something new.

So get ready to get in touch …. It’s fun! It’s your Business!

  1. Shibu
    February 12, 2012 at 4:15 am

    Have been wanting to comment on your posts….You are doing a great job…simple but profound topics…known but still not workedupon subjects….will await the next one

    • JayadevM
      February 12, 2012 at 5:57 am

      Hello Shibu, good to see a comment here – you found the way.

      Thank you for the feedback. Look forward to more from you. Do visit the blog again.

  2. Shalini James
    February 12, 2012 at 9:42 am

    Good one J! I like the illustration too..did you do it ? 🙂

    • JayadevM
      February 12, 2012 at 10:00 am

      Shalini, thank you for reading …. and for the response.

      No, that’s not my work!

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