The Benefits of Staying in Touch

Author: Mel Gipson

| Posted: 20-05-2008 | Views: 6 | Rating: (50)

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For any sales rep that doesn't believe in staying in close touch with their lines, here's a real life lesson proving just how important regularly scheduled meetings are. While at a sales conference in Phoenix, Arizona, I spoke with a manufacturers' rep who had this story to tell.

"I just finished one of my weekly phone conversations with one of my key principals, and it just serves as an example of how very beneficial it can be to keep open the doors of communication. After we finished talking about major projects and some innovative approaches we wanted to take in the territory, the principal offered, 'I don't know if this is important, but one of our end-user customers in another territory just ordered a $20,000 piece of machinery.'

Normally just one order of that size doesn't make much of a difference in the whole scheme of things, but then I asked if this customer made those kinds of purchases for any of its other facilities. The principal said, 'That's why I mentioned it. They've got a need for at least 50 more of these at other locations, and all the ordering comes out of your territory.'

That's what got my attention. I'm convinced that if I didn't have regular conversations with these people, I wouldn't have been aware of this type of activity. I got right on it and contacted the right people with the result that there's going to be plenty more business for me and this principal with that customer."

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Article Tags: Sales Training, Broker, Sales Rep, Distributor, Wholesaler, Sales Executive, Manufacturers Rep, Sales Agent

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