Wednesday, November 13, 2013

Myth Busters for the Factory Sales Rep

There are many urban legends that have been around so long that people start believing them to the point that even when they are debunked, people still believe they’re true. Big Foot, Loch Ness Monster and even Zombies and Vampires have a strong network of true believers.

So why shouldn’t modular sales reps have some Urban Myths? 

Here are some myths that continue to haunt every sales rep:

1. Prospecting is Selling.  I'm sure that ever sales rep just starting out thought that prospecting for that great builder was what you were hired to do.  Prospecting is just a way to separate the gold from the dirt.  Finding the gold is what prospecting is all about. 

2. Prospecting takes a lot of time.  No it doesn’t. Preparing to prospect takes the biggest chunk of time. It only takes a few minutes on the phone or in person to tell whether a prospect is really a nugget or simply more dirt to plow through on your way. 

3. Sending Emails and Texting are the preferred ways to prospect today. Wouldn’t it be great if you could just sit at your desk, type a few lines and have builders beating a path to your door? Never happens. Instead, those emails are either deleted or spammed. Networking is the best way to prospect for new builders. Having one of your current builders recommend you to another builder is like pure gold.

4. Scripts are for the “Other Guy.”  Every sales manager worth their weight will tell you that having an opening script is the only way to go.  However, you have to have several "opening scripts" in your tool box.  One size does not fit all.  And your opening script shouldn't be more than 15 - 90 seconds.  After that, it should become more of a fact finding mission, different for every circumstance.

5. There aren’t any modular home builders in my area. That is so wrong. Your assigned territory may not have an overabundance of them but there are some. However, they are probably already working with a factory and reluctant to jump ship. So you have to go back to prospecting for the hidden nuggets among the small site builders or regional developers to get new customers. 

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