Sales Relations Card
Do you carry a card around with you as a reminder? For many years, like 20 or so, I carried around a card clipped out of the book “Yes” or “No”: The Guide to Better Decisions by Spencer Johnson. for those that do not recognize the name he co-authored The One Minute Manager with Ken Blanchard. The card served as a reminder and though, in the last 10 years, I doubt that I removed it very often, but it was always there.
I assume that was how the Training Within Industries pocket cards were and still to this day used. I have them on a Mobile App downloaded to my phone and refer to them often. The one that I refer to most often is the Job Relations Card. Recently, I did a podcast with Oscar Roche, Director of Training Within Industry Institute in Australia where we discussed Job Relations in great detail, Related Podcast and Transcription: The People Side of TWI.
The key to having a pocket card or an app is to give you a reminder of the key details. In the Job Relations example, one side of the card reminds of the Foundations for Good Relations and the other side on How to Handle A Problem. In the sales arena, I think having a pocket card, an app is not all that bad of an idea. Even on the phone I am often reminded of how to get back on track when I observe my pocket cards pinned up next to me. Below is a very simple attempt of taking the TWI Job Relations Pocket Card and turning it into a sales tool.
SALES RELATIONS CARD
A salesperson gets results through people
FOUNDATIONS FOR GOOD RELATIONS
Understand What each customer is doing
- Figure out what they expect from you
- Point out ways for them to improve on what they are doing
Give credit when credit is due
- Recognize extra or unusual performance
- Tell them while “it’s hot”
Tell people in advance about changes that will affect them
- Tell them WHY if possible
- Get them to accept the change
Make the best use of each person’s ability
- Look for ability not now being used
- Never stand in a person’s way, it’s their decision
People must be treated as Individuals
HOW HANDLE A SALES CALL
DETERMINE MUTUAL OBJECTIVES
GET THE FACTS
- Know the status
- Find out what procedures and behaviors apply
- Talk with individuals concerned
- Get opinions and feelings
Be sure to have the whole story
WEIGH AND DECIDE
- Fit the facts together
- Consider their bearing on each other
- What possible actions are there?
- Check practices and policies
- Consider objective and effect on individual, group and your own operations.
Don’t jump to conclusions
TAKE ACTION
- Are you going to handle this yourself?
- Do you need help in handling?
- Should you refer this to your supervisor?
- Watch the timing of your actions
Don’t shirk responsibility
CHECK RESULTS
- How soon will you follow up?
- How often will you need to check?
- Watch for changes in output, attitudes, and relationships.
Did my action help my customer?
Were mutual objectives accomplished?
I have been playing around with this a bit and believe I need to turn it into more of a learning opportunity. However, I thought it needed to be put on the table for others to see. What are your thoughts? What things could be added?
