Here is the story.  About three months ago, I took on an expanded role on top of my current duties leading the growth of commonground .  As a result, my team and I have been working diligently to do research, get demos, and evaluate potential solution providers to help us meet our business objectives.   We have had many phone calls, web demos, face to face meetings, and email interactions.  That is one of the reasons why I have been challenged to find time to contribute content to my The Uncommon Denominator blog.

One morning, I lined up two sales meetings back to back with solution providers we contacted.  I will not include their names as that is not my point.  We provided both with an agenda outlining what we would like to cover.  Both confirmed.  One never showed up.  The other never sent the webex and dial in – just a meeting time.  We sat in our conference room waiting……..and waiting……but both calls never happened.   Just this week, we had another vendor discovery interview and we waited 16 minutes for the call to start. 

Now, no company or individual is perfect.  Things happen.  We all make mistakes.  We are all busy.  We are trying our best to balance priorities.  I missed scheduling meetings many times in my career.  However, as someone who has coached, mentored, and run sales teams for many moons, it just shocks me how often the basic fundamentals have been well, missed, and by some pretty senior folks. 

I usually blog about social media topics and trends, but this time I would like to offer 10 sales 101 tips that can be used across every industry, whether you are a member of commonground, owner of a small business, work for a larger enterprise, or are in software sales: 

1)      Be human - Make words and phrases like “Hello or Hi”, “Thank you for your time”, “Please”, and “look forward” part of your in person and online vocabulary.

2)      Be on time - If you are running late or can't make it, let the prospect know in advance (things do come up – your consideration or lack thereof tells a lot about you).

3)      Set an agenda– Be clear and concise for all meetings – f2f, online, and phone.  Then, each subsequent meeting , begin the call by restating the goals of the call, to validate that they have not changed – because 50% of the time they will change.

4)      Listen with your ears, eyes, and fingers - There is nothing more important than your customers.   Don’t keep checking emails, Blackberry, or iPhone unless you absolutely have to.  If you need to do so, let the prospect know in advance.  By asking, you are being considerate.  When you don’t, you send a really bad message about who you think is more important.   If you are taking notes on your mobile device or laptop, announce it in advance.

5)      Always think of your body language – EVEN IF YOU ARE ON THE PHONE – sit up straight and be enthusiastic.  Put a mirror up so that you can see yourself if you have never done it.

6)      Ask questions – Gain clarity as to what your client is trying to accomplish.  Don’t believe all the hype that you should not ask yes or no questions.  If a yes/no question leads to better follow up questions, than use them to your advantage. 

7)      Don’t interrupt your prospect or feel the need to talk – What could possibly be better than your prospect talking and providing you with information to meet his/her needs?  Guide the call or meeting, don’t take it over.

8)      Ask for help – If you don’t know what the prospect is talking about, ask them to explain it to you.  What is worse, assuming you know and be wrong down the road, or showing the customer that you care enough about their needs to make sure you are 100% clear? 

9)      Put the prospect first – Be clear in your approach, concise in your delivery, and cognizant of your environment.  How much time do you have today?  When are you available until?  What would you like to accomplish?  Have met your objectives during the time we have spent together today? 

10)   Be likeable – We all want to do business with people and companies we like.   Being likeable is easy if you follow the above 9 simple basics.   If you waste your prospects times, come unprepared, or don’t feel every minute of a prospects time is precious, you might as well wear a tee shirt that says “Unlikeable” across the front of it to your meeting.

Markets are extremely competitive.  Generating new business and maintaining great relationships is not easy.   Don’t shoot yourself in the foot by missing the basics.  A first impression can either 1) make a lasting impression or 2) be the last impression….