Discussion
Any help here would be appreciated.
I have fairly recently moved from my office role in Technical Sales to become a Regional Sales Manager for a company in the Building Services sector (HVAC).
I cover a very large area that has been neglected by previous occupants of the role, and therefore hardly anyone I speak to knows anything about our company. We're not a market leader by any stretch of the imagination but we make good quality product and can be very competitive IF given an opportunity.
However, since August it's been a real struggle, no one has any time for sales reps, apparently unless an existing relationship is in place, so trying to create a relationship is nearly impossible. On the odd occasion that I've managed to get my foot in the door, and get a good look at a job, by the time it gets to ordering stage, we lose out as the bigger distributors are only interested in selling their preferred manufacturers gear.
Anybody got any suggestions? I've moved from one end of the country to the other so am not going to quit to do this job, but at the moment I just feel like i'm banging my head against a wall.
Cheers.
I have fairly recently moved from my office role in Technical Sales to become a Regional Sales Manager for a company in the Building Services sector (HVAC).
I cover a very large area that has been neglected by previous occupants of the role, and therefore hardly anyone I speak to knows anything about our company. We're not a market leader by any stretch of the imagination but we make good quality product and can be very competitive IF given an opportunity.
However, since August it's been a real struggle, no one has any time for sales reps, apparently unless an existing relationship is in place, so trying to create a relationship is nearly impossible. On the odd occasion that I've managed to get my foot in the door, and get a good look at a job, by the time it gets to ordering stage, we lose out as the bigger distributors are only interested in selling their preferred manufacturers gear.
Anybody got any suggestions? I've moved from one end of the country to the other so am not going to quit to do this job, but at the moment I just feel like i'm banging my head against a wall.
Cheers.
ST86Dave said:
B'stard Child said:
I'm banging my head against the wall 17 mths on PH and a heap of posts and you post this in General Gassing!!!
Haha sorry but this is a car site, and this is not car related, so thought general gassing meant general jibba jabba! Apologies!
That's the problem with an area that's called General Gassing - people think anything is OK
My advice would be talk to the customer understand their needs listen and listen again fully understand their business and look for solutions to solve problems for them then tie back to your products and services.
Understand your product / service inside out and what you can give that other people can't or are poor at. You may be more expensive but provide better value for money or make their life easier.
Understand your product / service inside out and what you can give that other people can't or are poor at. You may be more expensive but provide better value for money or make their life easier.
Sogra said:
My advice would be talk to the customer understand their needs listen and listen again fully understand their business and look for solutions to solve problems for them then tie back to your products and services.
Understand your product / service inside out and what you can give that other people can't or are poor at. You may be more expensive but provide better value for money or make their life easier.
Unfortunately it seems in this industry that cost is king. We don't have a problem in being competitive, but we do have a problem in getting "the last shout", if you like. Understand your product / service inside out and what you can give that other people can't or are poor at. You may be more expensive but provide better value for money or make their life easier.
For example, if you're mates with a particular manufacturers rep, you get your prices in, then when it comes to ordering time, you show them what they're up against, and they just says ok, we'll do it for 5% less than your best price.
How do you compete against that?
ST86Dave said:
However, since August it's been a real struggle, no one has any time for sales reps,
People are greedy and selfish. They will make time for you if they're sufficiently persuaded that it's in their interests e.g. more income, less time, increased ease etc. If you come across as needy or desperate to sell they'll not give you the time of day. Try to reverse the situation in your head- you're doing them the favour if YOU take the time to see THEM.In your position I'd never refer to myself as 'sales' anything, it puts peoples backs up straight away. Admin manager, business development, relationship consultant, get creative and stretch it a bit. It's window dressing but it'll take pressure off both parties, making the rapport aspect easier.
technodup said:
eople are greedy and selfish. They will make time for you if they're sufficiently persuaded that it's in their interests e.g. more income, less time, increased ease etc. If you come across as needy or desperate to sell they'll not give you the time of day. Try to reverse the situation in your head- you're doing them the favour if YOU take the time to see THEM.
In your position I'd never refer to myself as 'sales' anything, it puts peoples backs up straight away. Admin manager, business development, relationship consultant, get creative and stretch it a bit. It's window dressing but it'll take pressure off both parties, making the rapport aspect easier.
Haha yeah I hate the term "Sales Rep", it automatically makes you think of annoying pest. In your position I'd never refer to myself as 'sales' anything, it puts peoples backs up straight away. Admin manager, business development, relationship consultant, get creative and stretch it a bit. It's window dressing but it'll take pressure off both parties, making the rapport aspect easier.
You've hit the nail on the head in one opening sentence. It wouldn't be so bad if I was trying to market something that no one needs, like PPI or double glazed windows, I could at least relate to that!!
I don't want to upset anybody and I am not saying this is you. There is a view that might say a poor sales persons last defence is to blame price.
I work in an industry that is very price driven with lots of much cheaper alternatives that we couldn't hope to beat but I still sell well in excess of £30m and would normally expect to achieve target plus 5 - 8%
By listening to the customer and being interested in what causes him problems you will develop rappor. Price is one tool in a whole tool box that sales people have and the price tool is often a big hammer rather than a precision tool.
Building relationships takes time, tenacity and resilience you need to bounce back and don't wear the smell of desperation, if you don't believe in it why should the customer
Prepare for the call, research the customer and whatever projects he might be involved with. I am not talking about 20 minutes the night before on tintternet more like proper reasearch what have they been involved in etc
Get to know different people within the business, build at multi level. Go to trade association meetings or get onto working groups. Get involved on LinkedIn on relevant groups.
Ask yourself the question why would a customer put his job / business at risk to deal with you when they are used to and are happy and trust companies they have dealt with in the past
Very old now but there was reasearch that had said it takes 7 customer contacts to develop a relationship. Most people give up after 3 and ask for the business too soon as they are not listening to the customer.
Be prepared to be critical of yourself and look at what you may not do well get to understand your body language and practice your call
There is tons of stuff that is available on this type of stuff, get yourself some books and have a read
I work in an industry that is very price driven with lots of much cheaper alternatives that we couldn't hope to beat but I still sell well in excess of £30m and would normally expect to achieve target plus 5 - 8%
By listening to the customer and being interested in what causes him problems you will develop rappor. Price is one tool in a whole tool box that sales people have and the price tool is often a big hammer rather than a precision tool.
Building relationships takes time, tenacity and resilience you need to bounce back and don't wear the smell of desperation, if you don't believe in it why should the customer
Prepare for the call, research the customer and whatever projects he might be involved with. I am not talking about 20 minutes the night before on tintternet more like proper reasearch what have they been involved in etc
Get to know different people within the business, build at multi level. Go to trade association meetings or get onto working groups. Get involved on LinkedIn on relevant groups.
Ask yourself the question why would a customer put his job / business at risk to deal with you when they are used to and are happy and trust companies they have dealt with in the past
Very old now but there was reasearch that had said it takes 7 customer contacts to develop a relationship. Most people give up after 3 and ask for the business too soon as they are not listening to the customer.
Be prepared to be critical of yourself and look at what you may not do well get to understand your body language and practice your call
There is tons of stuff that is available on this type of stuff, get yourself some books and have a read
Don't get me wrong, I'm not saying its just price, but price is a big part. The biggest problem is that, unfortunately for me and the company, the area hasn't been covered properly for a long time, and there are no existing relationships in place. It's easier to get the price right when you've got the relationship with someone, but hard to build a relationship when people won't see you.
I'm under no illusions that it's going to happen overnight, and perhaps I'm being a bit impatient, but just getting frustrated that it's very slow moving at the moment.
Appreciate your thoughts though!
I'm under no illusions that it's going to happen overnight, and perhaps I'm being a bit impatient, but just getting frustrated that it's very slow moving at the moment.
Appreciate your thoughts though!
Dont put yourself under pressure selling is a process, anybody can sell, sure some people are more natural. I would expect with your technical background you have a big advantage with your knowledge base.
Consider doing a technical training evening for a handful of customers 1 hour training and a few hours of food and beers.
The fact the area has been neglected is both good and bad. Good in that the opportunity to grow is massive but bad in that your company has already shown it doesn't care about those customers ( true or not it's the perception that counts)
Feel free to PM me if you want
Consider doing a technical training evening for a handful of customers 1 hour training and a few hours of food and beers.
The fact the area has been neglected is both good and bad. Good in that the opportunity to grow is massive but bad in that your company has already shown it doesn't care about those customers ( true or not it's the perception that counts)
Feel free to PM me if you want
Why are you different? ARE you different?
Find out the customer's needs and determine exactly how you meet their needs better than any of the market leaders. People will pay for a good product. Anybody can sell a dirt cheap product.
I work as a regional sales manager for Henkel and Unibond stuff is twice the price of Evo-Stik. If the customer wants cheap I am only too happy to lead them to our rivals. If they want the RIGHT product FIRST time, then we can talk and try and work to their budget.
Feel free to PM me if you wish. I appreciate FMCG might not be too similar to your role, however selling is the same whether it's glue or a multi-million pound project.
Find out the customer's needs and determine exactly how you meet their needs better than any of the market leaders. People will pay for a good product. Anybody can sell a dirt cheap product.
I work as a regional sales manager for Henkel and Unibond stuff is twice the price of Evo-Stik. If the customer wants cheap I am only too happy to lead them to our rivals. If they want the RIGHT product FIRST time, then we can talk and try and work to their budget.
Feel free to PM me if you wish. I appreciate FMCG might not be too similar to your role, however selling is the same whether it's glue or a multi-million pound project.
technodup said:
In your position I'd never refer to myself as 'sales' anything, it puts peoples backs up straight away. Admin manager, business development, relationship consultant, get creative and stretch it a bit. It's window dressing but it'll take pressure off both parties, making the rapport aspect easier.
I wouldn't agree with that - I think it confuses people, and there's even a risk it can seem like deception.Sogra said:
Dont put yourself under pressure selling is a process, anybody can sell, sure some people are more natural. I would expect with your technical background you have a big advantage with your knowledge base.
Consider doing a technical training evening for a handful of customers 1 hour training and a few hours of food and beers.
The fact the area has been neglected is both good and bad. Good in that the opportunity to grow is massive but bad in that your company has already shown it doesn't care about those customers ( true or not it's the perception that counts)
Feel free to PM me if you want
You are spot on with each point. I'm not overly technical, I don't come from an engineering background, but i'm not utterly clueless and have a good idea of what we're up against.Consider doing a technical training evening for a handful of customers 1 hour training and a few hours of food and beers.
The fact the area has been neglected is both good and bad. Good in that the opportunity to grow is massive but bad in that your company has already shown it doesn't care about those customers ( true or not it's the perception that counts)
Feel free to PM me if you want
We do provide courses for design engineers which provides them with training, it's not allowed to be manufacturer specific but they get to know our faces and form relationships and that's often a good way to make yourself, if not the company. Again, it's just getting that initial foot in the door in the first place.
Sheepshanks said:
I wouldn't agree with that - I think it confuses people, and there's even a risk it can seem like deception.
Big businesses have many and varied job titles for what are essentially sales roles. Starting a call with "Hi Mr X, I'm regional sales manager for company Y" would switch anyone off.MattHall91 said:
Why are you different? ARE you different?
Find out the customer's needs and determine exactly how you meet their needs better than any of the market leaders. People will pay for a good product. Anybody can sell a dirt cheap product.
I work as a regional sales manager for Henkel and Unibond stuff is twice the price of Evo-Stik. If the customer wants cheap I am only too happy to lead them to our rivals. If they want the RIGHT product FIRST time, then we can talk and try and work to their budget.
Feel free to PM me if you wish. I appreciate FMCG might not be too similar to your role, however selling is the same whether it's glue or a multi-million pound project.
I have to be different otherwise there is no reason to move away from what the customer is already getting from our competition. I have a decent amount of knowledge of our product and our competitors which means they don't have to wait weeks on end for answers to their questions. I also take a great deal of pride in customer service and aftersales, which seems to be a big sticking point in the industry, a lot of people complain about the lack of service they get from our competitors. This in itself is frustrating, as despite the constant complains, they still go back, because it's what they know and are used to. But I appreciate your thoughts.Find out the customer's needs and determine exactly how you meet their needs better than any of the market leaders. People will pay for a good product. Anybody can sell a dirt cheap product.
I work as a regional sales manager for Henkel and Unibond stuff is twice the price of Evo-Stik. If the customer wants cheap I am only too happy to lead them to our rivals. If they want the RIGHT product FIRST time, then we can talk and try and work to their budget.
Feel free to PM me if you wish. I appreciate FMCG might not be too similar to your role, however selling is the same whether it's glue or a multi-million pound project.
I've noticed the recurring theme of getting foot in the door.
Keep chipping away at the most stubborn contacts you've got. They will come round eventually.
If you've got anything you can bang over via email, do that. Just let them browse (or delete it) at their leisure.
Do this once a month. Show your resilience.
It's amazing how many a
holes are just looking to get one over on someone else. Even though it's poor business practise and may prevent them from getting the best solution.
I'm sure you are good at establishing rapport and building relationships, so just chip away until the odd one agrees to a meeting. If you go after 50 and even if ONLY 10% agree after 6 months, depending on your conversion rate, you could have a couple of orders there.
Alternatively, if they are small fry, leave them and focus on your good customers who spend a lot with you. I've given up with pissy accounts giving it the big one like they're a key account. Let them be.
Keep chipping away at the most stubborn contacts you've got. They will come round eventually.
If you've got anything you can bang over via email, do that. Just let them browse (or delete it) at their leisure.
Do this once a month. Show your resilience.
It's amazing how many a
holes are just looking to get one over on someone else. Even though it's poor business practise and may prevent them from getting the best solution.I'm sure you are good at establishing rapport and building relationships, so just chip away until the odd one agrees to a meeting. If you go after 50 and even if ONLY 10% agree after 6 months, depending on your conversion rate, you could have a couple of orders there.
Alternatively, if they are small fry, leave them and focus on your good customers who spend a lot with you. I've given up with pissy accounts giving it the big one like they're a key account. Let them be.
MattHall91 said:
I've noticed the recurring theme of getting foot in the door.
Keep chipping away at the most stubborn contacts you've got. They will come round eventually.
If you've got anything you can bang over via email, do that. Just let them browse (or delete it) at their leisure.
Do this once a month. Show your resilience.
It's amazing how many aholes are just looking to get one over on someone else. Even though it's poor business practise and may prevent them from getting the best solution.
I'm sure you are good at establishing rapport and building relationships, so just chip away until the odd one agrees to a meeting. If you go after 50 and even if ONLY 10% agree after 6 months, depending on your conversion rate, you could have a couple of orders there.
Alternatively, if they are small fry, leave them and focus on your good customers who spend a lot with you. I've given up with pissy accounts giving it the big one like they're a key account. Let them be.
I'm sure it'll pick up after a while. I didn't think it was suddenly going to turn into a multi-million pound area after a couple of months, just a had a couple of bad weeks with people letting me down and not doing what they say they will and it's wearing me down at the moment.Keep chipping away at the most stubborn contacts you've got. They will come round eventually.
If you've got anything you can bang over via email, do that. Just let them browse (or delete it) at their leisure.
Do this once a month. Show your resilience.
It's amazing how many a
holes are just looking to get one over on someone else. Even though it's poor business practise and may prevent them from getting the best solution.I'm sure you are good at establishing rapport and building relationships, so just chip away until the odd one agrees to a meeting. If you go after 50 and even if ONLY 10% agree after 6 months, depending on your conversion rate, you could have a couple of orders there.
Alternatively, if they are small fry, leave them and focus on your good customers who spend a lot with you. I've given up with pissy accounts giving it the big one like they're a key account. Let them be.
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