With the big game right around the corner, what do you think the 4 teams left are doing to prepare for their possible chance to win the championship? They are scrutinizing every piece of past game films they can get their hands on! This holds true not only in football but in every other sport. Every professional athlete or team who is looking to win the championship in their sport is analyzing how they have done in previous games as well as how their competitors have played. Any good coach will tell you that watching game film is a significant factor to winning future games...that’s why they spend endless hours watching film!
Really it comes down to “he who has the most competitive information and field intelligence wins”! Your relationships with your customers will only be strengthened if you can provide them with products or services of additional value to help them grow their business. You must know what your competitors are doing across your territory. You might also want to know what your customers competitors are doing in your territory. Think about it, if you can find just 1 weakness in your opponent, you have the upper hand. If you can discover just 1 inefficiency in your own performance, you can increase your productivity overnight!
If you are part of a sales force of 1-5, or a larger team of several hundred reps, the more information you gather from the field the better position you and your company will be in to realize more sales. Have you ever literally screamed at the television because your favorite team is so predictable? They continue to
run the same plays over and over again as if the outcome will change if they do it enough times...and it never does. Guess what, the competition is watching the game and taking note of particular lineups, player changes, etc and making needed adjustments. Pretty soon the same play up the middle just won’t go up the middle.
Does the same hold true for sales professionals? Are you predicable to your competitors? In reality your Sales Managers, Marketing Managers and others should have access to your “game film” to help spot opportunities for you to sell more. They can see the whole field—what a vantage point! What market intelligence do you have that could strengthen your relationships with your customers? The bottom line is that the company with the best field intelligence has the best opportunity to win more business! Find it, record it, use it! The more your company knows about the “field of play”, the more everyone will have the details to help you sell more of your product or service!
Your notes are invaluable to your success! Isn’t that worth a 60 second phone call?
Good Luck and GREAT SELLING!
Tom Metcalf
President
Telenotes SPS Inc.
866-835-3668