Thoughtful Thursdays - "Trust me, I will increase your sales"

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. - It may just take longer.

Things That Can Lengthen Your Sales Cycle – Hiring the wrong sales agents.

While there is no guarantee that any sales agent you engage will work out, there are factors you want to think about before making your choice. Today's thoughts consider some of those factors. I won't get into the details of compensation, let's assume that the package is acceptable. I will also assume that you have done the arithmetic and it makes sense to have an agent representing your business.

A good sales agent like a good customer represents great lifetime value to your business. When you find them, treat then like gold and keep them.

• Is the prospective agent currently calling on any of your customers?
• Have you checked references?
• How long has the agent been in the industry?
• Are they a member of key industry associations?
• Do your customers know this agent?
• Does the agent represent products complementary to yours?
• Have you set sales expectations?
• Is he/she genuinely interested in your products?
• Does he/she share your values?
• Does your product represent a good opportunity to the prospective agent?
• Are you comfortable with him/her?
• Do you get the sense he/she considers the topics on the Things That Can Lengthen Your Sales Cycle list important?

As mentioned at the beginning of this post, there can be no guarantees, only steps you can take to help you make the best decision.

What I did not cover is the natural tendency for everyone to sell what is easiest. Remember that you are competing for your agent's time that is spent on other product lines. Just as you facilitate your customers' buying processes, you must also make it easy for your agent to sell your products. Be prepared to spend time with your agents, supporting their needs and listening to what they have to say, keeping in mind the value that a good agent will bring to your business over the long term life of the relationship.

Good selling,
Richard