InTents October/November 2022 - 40

business | tips and techniques
* Upgrade your website ASAP. Over the
past two years, most companies have realized
that consumers rarely need to talk
to anyone to purchase whatever they
need. If your website does not include
high-quality images of your products,
video clips and interactive information,
you might be losing sales to the competition.
Make your website a 24-7-365 fully
functioning part of your sales program.
Ask more, tell less.
Don't lead with why
you are " so great. "
Lead with questions
that will quickly move
the conversation to
how you can help
your customers
accomplish their goals.
Habit Four: Follow-Up
Michelle Moore, author of the book Selling
Simpliied, said: " Not following up with
your prospects is the same as illing up
your bathtub without irst putting the stopper
in the drain. " I could not agree more.
Everything we have been reviewing
over this two-part series means absolutely
nothing if you don't have a strategic
follow-up plan. Sales leaders need to
understand that some salespeople love
" the hunt " but not the follow-up. They
sometimes need to be reminded that
they were hired to actually close the sale,
which means following up with energy.
Here are some non-negotiables for
follow-ups:
* Connect creatively. You MUST be comfortable
utilizing multiple communication
methods including email, text, social
media messaging, phone and actual
in-person follow-up. If prospects don't
reply to an email, get creative and connect
with them on another platform.
Don't give up!
* All sale quotes should have an " expire
by " date. That not only creates urgency
for the customer to make a decision,
but it also gives salespeople set followup
dates to put on their calendars.
* Schedule blocks of time weekly for
follow-up. Every single week. The
follow-up is as important as the quote!
* Management must support follow-up.
Spend the same amount of time you
dedicate to pushing your sales team to
generate new quotes to pushing them to
40 intents oct-nov 2022
doing the follow-up to close the quotes.
* Follow-up must be a daily discussion.
In every meeting with salespeople,
discuss the status of their open quotes.
You must consistently emphasize the
importance of follow-up or your team
will drop the ball.
* Make deadlines the norm and not the
exception. Deadlines give sales leaders
an easy follow-up date for every outstanding
quote. Your team should give
you daily/weekly updates on all open
quotes without you having to ask.
* Celebrate follow-up that directly leads
to new sales. Share these wins with the
entire team and highlight the follow-up
efforts made to close the deal. Successful
follow-up is the lifeblood of a business!
Action Steps
So now that you have learned about the
R-S-P-F Sales Formula, here are your
actions steps for success.
* Do an honest review of each member
of your sales team.
* Rank their four R-S-P-F habits from 1
(best) to 4 (struggle).
* Meet with each salesperson and have
them rank the four R-S-P-F habits
for themselves.
* Review the results together. Develop a
timeline and a plan to address identiied
challenge habit areas.
The goal is to identify where your team
is excelling or struggling within these
four key areas and address these issues
to improve performance. You will become
acutely aware of where you need to lean in
as a leader with each sales representative.
James Auerbach is vice president, Event
Segment at the American Rental Association
(ARA). He joined the ARA in November 2020
after spending 25 years in the event rental, event
planning/production and hospitality industries.
He has managed businesses of various sizes
from small owner-operated companies to large
corporate and private equity-owned businesses.

InTents October/November 2022

Table of Contents for the Digital Edition of InTents October/November 2022

InTents October/November 2022 - Cover1
InTents October/November 2022 - Cover2
InTents October/November 2022 - 1
InTents October/November 2022 - 2
InTents October/November 2022 - 3
InTents October/November 2022 - 4
InTents October/November 2022 - 5
InTents October/November 2022 - 6
InTents October/November 2022 - 7
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InTents October/November 2022 - 9
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InTents October/November 2022 - Cover3
InTents October/November 2022 - Cover4
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