This United States Marine Corps slogan reminds me of a technique many sales people use to make their sales calls. “The Life Saver Dude” offers seminars that help Sales and Customer Service representatives become more effective by focusing on improving just one element of their selling style at a time. Many sales people have indicated they need to focus on pre-call planning. In the Sales Skills training module, we begin by focusing on the Sales Call Plan. Let’s take a look at how sales people often act like Marines when making a sales call.

IMPROVISE

The American Heritage Dictionary defines improvise as “to make or provide from available materials, or perform with little or no preparation”. All too many sales people go into the call with minimal preparation. They generally know what they want to accomplish but have no clearly defined plan of how to get there. This improvisation, or lack of a complete plan, is the initial step in which our “Marine-like” salespeople begin improperly.

ADAPT

To adapt means to adjust or conform. To make suitable to or fit for a specific use or situation. It is widely known that effective sales people only need to offer 3 or 4 features and benefits to satisfy the customer’s needs. The trick, however, is to plan to discuss the “relevant” features and benefits. Understanding your customers needs will help you adapt the products and services your company offers in an effort to bring the customer unique solutions.

OVERCOME

The meaning of overcome is very simple. It simply means to prevail over or conquer. Sales professionals need to overcome every customer concern in the sales process. All too often, sales people answer the first “no,” then go for the “close.” For many salespeople, if the customer makes the purchase the sale is done. Overcoming EVERY customer concern is the “mission” for the true sales professional. It leads to customer loyalty and higher customer satisfaction.

Effective sales people improvise very little. They do however, adapt their style to fit the customer and they overcome all customer concerns.

PARTNERING

Follow the simple steps of Personal Partnering. Whether pre-call planning is the number one skill you need to enhance or you have identified something else…make it a priority. Then create an improvement plan with specifics details on what, how and when you will make these changes. Finally, get a Partner. You and your Partner will support each other and encourage yourselves to do what needs to be done. Find another person who needs to improve in some element of their life and walk them through the Personal Partnering Process. Don’t forget to celebrate your growth and success.