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Tim Kulikowski, our National Sales Manager, and I spoke to Ted this week and asked him what he was doing to achieve this level of sales. Ted’s comments, while not surprising, shows just how important the basic “blocking and tackling” fundamentals of selling actually are. Here is what we found from talking to Ted and others in our organization:
- Be Relentless - Ted is at his desk every day, 10 hours a day, digging, calling and following up. When Ted gets a lead from our team, he reaches out via phone or e-mail within a few hours. If a client does not answer an email, Ted calls them back and keeps calling until they are on the phone. He makes himself impossible to ignore. Ted has learned that “bias for action” is more than just words on paper!
- Build Strong Client Relationships - Ted has been in his region for a number of years and has a large number of clients that call him first. They know Ted will not drop the ball, continue to follow through and help meet their needs and expectations. He also actively works to build new relationships by treating every lead and contact like they are his best customer.
- Keep Meticulous Records - Ted has a file folder on each lead and opportunity. He keeps copies of emails, quotes, and notes in each file and they stay on his desk. If he does not hear from a client in a few days, he calls them back.
- Don't Be Afraid of "No" - Ted is not afraid of a “no” or to ask the client if we are still being considered. If he gets a "no" on one bid, he ask about other products like LVT, public area and furniture. If the answer is still a “no”, he asks why and what else are they working on.
- Be Proactive - Ted does not wait for the client to initiate the contact. He tracks them down. In today’s world, there are less general contractor and management staff trying to do more with less. If you were a Project Manager and had limited time to get your project done, wouldn’t you want someone that you know will keep the project moving? Ted is one of those guys.
- Get Lots of At Bats (or Shots on Goal for the European team) – Ted’s success does not come from one giant order, but dozens of normal sized orders. He gets more business because he quotes more business. It is impossible to be a sales superstar if you do not bid on a lot of projects. Ted’s quotes are to qualified customers, not just taking a chance. If he bids to the same client a number of times without success, Ted calls them and respectfully asks why we are not getting the order. If he thinks we are wasting our time on a client, he stops bidding with them. But . . . it takes a lot of at bats to sell a lot of projects.
Ted acknowledges that our product quality helps him keep good clients loyal. The strong support that our Project and Product teams, led by Matthew Partin and Scott Murray, provides Ted the confidence of knowing that they can handle any issue the customer encounters. It is important to note that for the level of volume that our top salespeople have, they have a very low percentage of product issues. This is a fact that we all need to constantly tell our customers.
There are no secrets, just insights: hard work, being relentless, consistent follow up, and keeping projects moving. Use these insights to help improve your sales.
We salute Ted and the others like him, who have used their skills, intuitions and talents to far exceed expectations. Our collective “hats off" to you!
Best Regards,
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