The ICAR Sales Pillars
I want both external clients and internal operations to view the sales team as people who care. Caring about the importance of doing things the right way will help clients feel more comfortable using our services and operations know we want to help them do their jobs as efficiently as possible as well.
Do the right thing for the client, the company, and yourself. Win/Win/Win is a lot more sustainable way to operate. Setting everyone up to have a great transaction.
If people can’t count on you, they won’t.
Time management is key.
Do the small things correctly and regularly.
Creating a structure and schedule that you hold yourself and clients accountable to is the only way you can be successful in such a reactive sales world.
Create set times for client meetings, follow ups, proposals and prospecting.
The key is if you must miss a scheduled activity it must be made up to avoid a snow ball effect on all activities.
Do your follow ups.
Do your prospecting
Get quotes done on time (bid date/ date you set with client)
Keep spreadsheet up to date, complete, and accurate.
Get information in folders accurate before sending on to operations.
Be the go-to vendor. (Adverse Selection)
Answer, call back, text, email – make sure your clients know you are available to them.
Always connect with clients with an answer or an expectation of when you’ll have the answer. Make sure you set realistic expectations and don’t be afraid to tell a client the truth even if you think it could lose the job. It looks better to set and maintain realistic expectations then set ones you can’t accomplish.
Make sure you set realistic expectations and don’t be afraid to tell a client the truth even if you think it could loose the job. It looks better to set and maintain realistic expectations then set ones you can’t actually accomplish