It seems in the marketplace that people am so busy, that they do not have time for “some” salespeople to drop by the office for a “short” visit. You know the kind of people with whom I am talking. Some of them, I like to label, instead of a salesperson as a professional visitor. They are at risk of losing not only your business but of ever getting through your door again. You may even tell the front office to let them know you are not available. Interestingly, they will not take that as a hint often.

A professional salesperson may gravitate into the complacency trap, where they end up being unprofessional visitors. They are all in for a ‘chat,’ or at best an on-site customer service visit, but they are not seeking to initiate a viable new business conversation or contribute value to the customer.

I will admit that I have fallen into the trap of being a “professional visitor” and have had employees working for me that cease to be sales professionals. I enjoy chatting, but I increasingly value both my time and that of others. I am a work in progress.

Developing a list of items to consider is helpful if you have ever fallen into the “visitors” role to help you get out of this unproductive habit.

• Check to see if you or your sales team might be prone to becoming” professional visitors” and update your approach.
• Continual rounds of visits to clients you are comfortable ‘doing business with.
• Longwinded amounts of time spent establishing ‘rapport’ and ‘chatting.’
• Difficulty focusing on real customer problems and opportunities, versus taking the order.
• Inability to effectively negotiate the way around the ‘price’ question.
• Sticking to ‘safe’ but irrelevant topics.
• Hesitating to get into a productive discussion with customers, not feeling comfortable being assertive, or challenging ideas that provide solutions.
• Walking away with no advancement or agreement to do anything with the time spent.
• Selling the same old products/services, rather than understanding a solution for your clients.
• Customers end up continually asking for more discounts because they do not see any value beyond product and price.
• Failure to see opportunities with customers beyond the obvious current products or services.
• Longer than necessary decision cycles extending for months and then not at all.

These issues appear when companies have teams slip into the routine of professional visitation rather than professional sales teams. And it is not often the salesperson’s fault as management can unintentionally let this type of culture worsen until it becomes normal before you know it.

However, “professional visitors” need retraining to become highly skillful, salespeople who add real value and deliver better results across existing and new clients over the long term.

• Professionals need training and development to become effective salespeople.
• Design and conduct an effective strategy that delivers clarity and purpose.
• Have a compelling value proposition beyond product and price.
• Pick the right marketplaces to sell to.
• Have the right size sales team with the right team structure and clearly communicated sales processes.
• Deliver the right level of sales training and coaching to lift their capabilities to become consultative in the sales approach where they can properly explore opportunities and develop viable solutions.
• Coach your sales team on a regular basis to build skill and mastery.
• Address under-performers quickly, they affect results and the whole team.

Provide career transition assistance to those that cannot adapt to being the sales professionals you can be proud of and that your clients love to see coming.

One of the best sales trainers I have met is Kelly Riggs and if you need coaching and support for your sales staff. https://bizlockerroom.com/