Finding Answers

What in the heck does that mean?

It means another skill the top 1%, possess in making the sales.  It means understanding the terrain in which the top 1% salesperson is going to making their sales call in.  It means knowing who the decision makers, influencers, environmental pressures, and who the “false buyers” are.  It means comprehending how long the sale is going to take.  It means applying the proper resources at the right time in the right place to secure sales success.

The U.S. Military has simple acronym for this called METT-T.  Which is defined as Mission Enemy Troops Terrain and Time.  While the bean counters can be your enemy, in sales everyone involved in the call is an opportunity.  Not to leave the universe lacking for another acronym, the top 1% employ what is called CALL.

Commission

• The top1% understand that each sales call will have an impact on what bonus (aka commission) they will make.  They also take their profession seriously. Like errant knights in service of their company, they are the defense against bankruptcy and they are the paladins of the company’s mission.

Alliances

• The top 1%, almost supernaturally appears, can map out all the major players in their accounts, who has influence, who is a façade of authority, and who can make the decision to purchase.  The 1% can even anticipate what corporate politics will be involved in making the decision.  They can do this because they have prepared diligently prior to the first contact with a prospect or customer.

Logistics

• The top 1% plan to have the right resources in place to put the product in the customers hands, to have third party references, and to over deliver on any promises they might have made.  The obvious example is the salesperson that always has a business card at the ready and always lends you a pen when you need one.  Like the Boy Scouts, they are always prepared.

Location

• The top 1% control the environment of the sales call.  They set the room up so that all eyes will be on them and focused.  They anticipate technical glitches that can pop up on anyone.  They test and test and test their products prior to any demonstration.  If they can help it, they always make sure the decision to purchase is made in person.

Are you prepared for the CALL?