Not all tools reside in a tool chest. Many of the tools for your
success are in your work environment: at your desk, in your drawers, on
your wall, in your head and elsewhere. Tell me, what tools do you need
to make the sale?
Buttress your sales approach with the proper tools to propel you to
success. When you have and apply the right tools you’ll find everything
is easier: cold calls, sales calls, interviews, following up and more.
At Your Desk
Your desk and work area are central to your sales efforts. Take pride
in creating an environment conducive to success.
- Is your chair comfortable? Does it give you proper support?
- Are your desk and work area well-lit?
- Is there ample ventilation?
- Are there plants nearby to provide oxygen and an organic feel?
- Is there a window nearby? Bonus points for a nice view.
- Do you display nice posters, pictures or artwork?
Each of these elements contributes to a feeling of well-being and
comfort. Together they cultivate creativity, provide peace of mind and
increase your productivity.
On and In Your Desk
Without cluttering your desk and drawers you should nevertheless have
these items within arm’s reach:
- Desktop or laptop computer
- Notepads, various writing utensils
- Telephone and Headset
- Stapler, staple remover, paper clips
- Dictionary
- Highlighters
- Calendar Clock - to monitor your time
- Calculator
- Earplugs
- Mirror - to monitor your well-being, remember to smile
Don’t underestimate the power of your headset. Denise Lile, Dealer
Sales Program Manager with Plantronics, Inc. of Santa Cruz, CA relays
this research: “When used correctly, headsets can help improve
ergonomics in the office and at home. A recent workforce ergonomics
study found that 67 percent of headset users reported a decrease in the
severity of neck, back and shoulder discomfort while talking on the
phone.”
Mighty ‘Mo’ Moves You Forward
In addition to your basic supplies, you will need motivation!
- Quotes, sayings and words of wisdom posted nearby
- Inspirational photos of your loved one(s), idol, mentor or fans
- Motivational motto, slogan or mantra
- Toys, puzzles and games to stimulate creativity, absorb nervous energy
- Humorous cartoons, comics and zany headlines to relieve stress
- Pictures of your pets
- Favorite coffee mug for your libation of choice
As for raw materials, don’t forget the basics:
- Water - room temperature fluid to keep hydrated
- Coffee, tea or sarsaparilla - Whatever floats your boat
- Mints - smell sweet, sound sweet!
I knew one professional who always put on lipstick before her daily
calls so she would feel elegant, and thus sound so. The responses she
received at the other end confirmed listeners found her attractive!
Make It You-nique!
And now it’s time to personalize your work area. Employ expressions of
individuality to further personalize your environment:
- Sculpture
- Shower curtain (since the best thinking is done in the shower!)
- Crime scene tape and/or chalk outline (humor)
- Lava lamp, little Buddha or similar tchochkie (Yiddish term for toy
item)
You’ll find that your environment informs your experience as a
salesperson. When you create a powerful work environment where all your
resources are at your beckons call you’ll become powerful, feel potent
and be productive.
“I coach my sales reps to create a just-in-case toolkit to always stay
ahead of their callers” says Fortunata Hermoso, District Sales Manager
for Cingular Wireless in Pleasanton, CA. “Sales is like a chess match
and I want my reps thinking several moves ahead. Their toolkit should
have rate plans, pricing, key phone numbers and phraseology needed to
answer whatever questions might arise.”
Fortunata instills in her sales force the importance of reducing action
items resulting from calls: “In the implication game the more you can
address while on the phone the less work you’ll be required to complete
thereafter. That’s how you win the game of sales!”
Sales is about routines, confidence and diligence. The more organized
and optimized your work environment is the better you’ll be able to
consistently make your calls, write your letters and thank-you notes,
generate sales and endless referrals.
So tool up and sell!
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