What To Do Now

Ok, we need to get back to business. While it's not business as usual, it's business as best as we can now....and there is work to get done.

After talking to hundreds of reps around the US, I've found that the average rep is putting in about 12-20 "real" hours per week. That's just the way it is.....there isn't much to do for 40 hours. It's time to put some of that extra time to work.

This week I want you to go back to your list of key accounts. Grab the account list, and grab your qualifying questions (that you would ask if in person with them on a first meeting) and see if you know all of the answers for every account. With certainty the answer to that will be "no" if only because so many things have changed in the past few weeks. Also, if it's been more than 6 months since you first qualified them, a lot of things have likely changed.

Now, once you figure out where the "knowledge gaps" are, that is, the questions you don't know an accurate answer to, I want you to start researching. I DON'T want you qualifying over the phone or via email at this point. Utilize company websites, google search, LinkedIN, and other social media to find out as much as you can. You'll be surprised at the amount of info you can find out if you just buckle down and look for it.

We ARE going to need to get firsthand answers from these referral sources as we go forward, but save that for next week.

We will be much more effective in selling to them if we know what their current situation is....and finding out their current situation starts today. Do everything else you would normally do this week, and add this exercise in so we can again begin making progress.

Time to get back to business, and business starts now.

Good Selling!

Michael Giudicissi