Put champion selling power in your presentations and demonstration
Now we’re getting into the area you probably enjoy most: working face
to face with buyers. Unless I miss on two guesses, you’re good at this—and
you spend too much of your time doing it.
Let me explain. Our research indicates that most salespeople put in eighty to ninety percent of their time presenting and demonstrating, leaving only ten to twenty percent for other things. The Champion, on the other hand, spends only forty percent of his time presenting or demonstrating; not more than ten percent prospecting (some Champions spend no time at all prospecting because referrals keep them busy); and about fifty percent of their time goes into the vital areas of qualifying and planning. These percentages apply to net selling time, that is, to the total amount of working time remaining after the trade shows and company meetings are attended, the routine paperwork is done, and the old accounts are serviced.
When we at Champions Unlimited say that someone is a Champion, we mean that they are in the top ten percent in their sales force in terms of income and production, and also that they’ve made our training and techniques an important part of their success.
Let’s look at the figures given above one more time. The Champion spends half as much time demonstrating or presenting as the average salesperson does, yet the Champion still manages to turn in at least twice the volume. Actually, most Champions do far better than that: they bring in between four and ten times as much business as the average salesperson will. It’s not uncommon for a single Champion to outsell the entire bottom half of the sales force, and keep on doing it month after month, year after year. This drives sales managers crazy. If they could only get each of the people in the bottom half to sell a third of what the Champion does, their total volume would boom off the chart.
Tags: Business