eBusiness Help
Free Customer Service Whitepaper: Tame the Two-Headed Monster
Learn the five best practices for achieving higher cost efficiency and revenue in service
Web CEO 5.6 Free Edition + Free CSEM Training & Certification
The Competent Search Engine Marketer course for webmasters, consultants & site owners on Search Engine Marketing & Optimization
Free Web Conferencing Trial
Unlimited Online Meetings for 10 Days : Hosted by Linktivity

Free Software Archive:
Enterprise and Home Networking Downloads

Syndicate Conference Article Round Up
WebProNews will be covering the Syndicate Conference with CEO Rich Ord attending sessions and sending in reports.
Steve Gillmor Wants Attention
A Stab At Explaining The Future Of Syndication
Syndication Is No Replacement For Email
When Doc Searls Blogged Jonathan Schwartz
MSNBC Launches Online Ratings Drive

Structured Blogging From The Syndicate
How To Thrive With Open Content
Oh My! The Web’s Alive
Syndicate Speakers Handle Dialog Truth
Syndicate Don't Hesitate

Recent Articles

The Tidal Wave Sale
In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers...

Final Presentations, The Finish Line
After days or weeks of preparation, after a strong presentation, don't drop the ball as you near the finish line. How you follow up after your sales presentation will help you get across the line. Within one day, call to thank the...

Are You A Chicken?
There are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required?

How To Determine Your Customer's Value
This literally can be the most profitable thing you'll ever do for your business and that is to understand exploiting the actual value of your customer. It's been called the Marginal Net Worth and the Lifetime Value...

Life Cycle Contact Relationship Management
Technology and communication advancement has opened the corridor to new markets, providing for a cost effective approach to expanding your customer base while building new relationships...


Prepare Your Seniors

By Linda Richardson

A painfully uncomfortable sales scenario is the team call with a senior that does not go well. Whether the senior has been blindsided or the salesperson just wasn't prepared, a bad call with a senior not only hurts the client relationship, but also internal credibility.

Before you make your next call with a senior (or a colleague), take steps to make sure the call is a win for everybody involved.

Pre Call

* Begin with Expectations - and start with your client. Ask your client what specific issues he/she would like the senior to address. This is especially important if the client suggests the meeting, but it is equally important if you have initiated the senior visit. Not only ask the question, "What kinds of things maybe you want Bill to address?", but drill down and take notes so you can be very specific when you brief your senior.

* Develop a concise (1 page) e-mail for the senior that includes:

- Background - keep it very brief.

- Who is client, business data, length of relationship, any high points or bumps on the road, role of the client, personal insights

- Issues/topics of priority interest to the client

- Current business with the client

- Future business (sold, not begun)

- Any issues or problems that are outstanding

- Client objectives

- Opportunities to expand relationships you want the senior to promote

*Thanks to the Senior

# The e-mail does not take the place of a brief dialogue. Set a time to speak with the senior to clarify roles, his/her objective, set your call strategy - who will do what (Ideally you will lead open, position senior close) and logistics. Find out what else he/she needs. Remember clients don't want hello calls - they want to know the senior is fully briefed on the relationship and ready to add value.

Post Call

* Set a time to debrief the call with the senior and ask for feedback.

* Call your client to reinforce how happy your senior was to meet him/her. Use the call to get feedback on the meeting, promote your agenda, etc.

* Ask your senior to also leave a voice mail for the client, thank the client for the meeting, and summarize his/her key points to highlight with the client in a 40 second voice mail.

* Keep your senior posted through e-mail, voice mails.

Be judicious in how you use senior resources. When you make seniors look good, you will look great in your client's eyes and the senior's and by preparing seniors fully, you will get a disproportionate amount of their time!

About the Author:
Linda Richardson: President and CEO of Richardson, training consultants to corporations, banks, and investment banks globally. Richardson has 110 professionals, 15 regional offices in the United States, and presence in London, Australia, Singapore, Latin America, and Asia. Clients of Richardson include KPMG, Federal Express, General Mills, Tiffany & Co., Dell Computer, JP Morgan Chase & Co., Citibank, Chubb Group of Insurance Companies, and Kinko’s. Visit http://www.Richardson.com.

About SalesNewz
SalesNewz is a collection of articles, commentary and news designed to provide our subscribers with the tools and information needed to develop and maintain good sales practices. Business success starts with sales.

SalesNewz is brought to you by:

WebProNews.com Jayde.com
MarketingNewz.com SalesNewz.com
CareerNewz.com InvestNewz.com
eCommNewz.com WebsiteNotes.com
AdvertisingDay.com ManagerNewz.com
SearchNewz.com CRMNewz.com

-- SalesNewz is an iEntry, Inc. publication --
iEntry, Inc. 2549 Richmond Rd. Lexington KY, 40509
2005 iEntry, Inc. All Rights Reserved | Privacy Policy | Legal | Contact

archives | advertising info | news headlines | free newsletters | comments/feedback | submit article

SalesNewz Home Page About Article Archive News Downloads WebProWorld Forums Jayde iEntry Advertise Contact WebProWorld Forum Business Success Starts With Sales SalesNewz News Archives About Us Feedback