Every salesperson who wants to close new sales or get more clients should manage sales visits well. In this article we will see how to organize your visits and learn to distinguish between the different types of sales visits that exist.
Managing sales visits
Organizing your sales calls can help you malaysia phone number material generate more sales and optimize your time to achieve better results. The idea is to keep track of your calls , and then gradually make improvements to your sales process.
Managing sales visits well also allows you to detect errors and successes in your sales process and improve progressively.
It is important to keep in mind that your sales visits may not be very effective at first, either because of the way you present yourself, your preparation, or because you do not know how your clients work.
With good organization, you can improve your schedule of visits and have more time to close more business.
Use sales visit management software
The main way to be more effective in your customer visits is to use a sales management application . This type of application allows you to be more organized, being able to structure your sales funnel, record the activities of your potential clients, and have everything at hand to schedule a sales visit.
An example of this type of software is Vendomia, which allows you to keep track of your sales opportunities and have a labeled and organized contact list.
Types of sales visits
Not all sales calls are created equal. Sometimes your goal is to meet a customer, while other times you'll be looking to build loyalty or generate new business from an existing customer.
It is important to distinguish between these types of sales visits and prepare everything in advance, so that you can make the most of your time and improve your sales process as a sales agent.
Let's take a look at each of these types of visits.
Preliminary or prospecting sales visits
Pre-sales visits are those in which you seek to meet a contact and find out if they are a good prospect for your sales process. In other words, rather than a sale, it is a commercial prospecting to validate your agenda - and then move on to the sale of services. Prospecting is important because not all companies are going to be a good client for the type of services you offer.
For example, imagine you are prospecting a company to offer telephone services. Since many telephone contracts are fixed-term, the prospect may not even be in a position to close a deal with you.
In cases like these, it is best to find out when the prospect will be able to listen to you, and write it down in your calendar to arrange a sales visit.
When making prospecting visits, it is advisable to have as much information as possible, since the contact does not know you. Some of the things you can prepare in advance are:
