Today I traveled with my manager who talks loud, at a fast pace and often. Her expertise is product knowledge with some good selling skills.
Our first appointment was and hour and half long and we needed about 4 hours to get everything done. The problem is the account had cut us off as a supplier for a year or so and now that we are back in they have missed 4-5 training appointments. We were able to get some information, train them on one product and secure another meeting.
The second appointment was with a former employee that has opened her own clinic, we had lunch and talked about getting more of her business.
The third appointment was uneventful.
The last appointment of the day was booked just to have me view what our new product training looked like. The prospect had not bought from us for years and we had no plan to ‘sell’ them… however our presence opened them up to telling us they are looking for a new supplier, gave us competitive information and was a great appointment. I learned that no matter how much an account buys you should always keep in touch.
Another good day, one more then I get pushed out of the nest.
First 90 Days of Outside Sales 