A young salesperson today asked if he should drive out of his way to visit a potentially sizeable account. When he asked the question, his plans already had him on the road, traveling for three days, visiting numerous prospects while driving over 1200 miles in total. And now he would need to put in another day away from home and drive an additional 200 miles to visit this account.
By all measures, he had already planned a great sales trip. His itinerary had him visiting many high-quality prospects. In other words, he was engaging in the right sales activities that would have him on the road for most of the week. However, now a prospect, a potentially significant account, was saying that she could meet with him, but he would have to extend his trip, and travel that much further. One more day on the road; one more meeting.
This situation goes to the heart of generating business and creating sales, and the effort required to get a startup off the ground. Let us be clear: You always take the meeting! No matter how tired; how far away from home you are, If the prospect says they can meet and you are within striking distance or even if you are not, strike! You may not get the opportunity again, grab it. Grab it while you can.
In the future, I can guarantee you that this young person, if he wants to become a great salesperson will never have to ask me again if he should put in the effort and go out of his way to meet with a good prospect! No matter how tired he is.
Written by Tim Bates
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