We start the day with a cup of tea and quick team catch up about the previous day, sharing our positive conversations and warm leads as this motivates us all and is a great way to start the day.
Following this, we check the calendar for potential meeting availability and review our target boards to further understand what we need to achieve that day/week/month/quarter.
Next, we each set our individual targets for the day, understanding what are going to achieve, such as the number of calls we are going to make – we operate a traffic light system in relation to meeting daily goals and we’re always aiming for green!
During the day, we can make up to a 100 calls to OD Managers to introduce DCo and get the conversation started. We may only speak to a handful of people and we do listen to a lot of ‘on-hold’ music, but despite any challenging or unsuccessful calls we may have, we always remain optimistic, cheerful and focused on new opportunities because we believe in what we’re selling! Positivity in the face of challenge is what makes a strong salesperson.
We don’t work to a script, we believe in real and honest conversations with each person we contact to really understand their needs and recognise when we can provide a solution to any issues they may have. We believe that this approach also makes us more creative within our role as well as being different to other training providers, which is one of DCo’s core values. It is vital that we communicate our values and what makes us unique to other providers during sales calls – most of all our bespoke approach to learning and development. We are the first point of contact for many people who are being introduced to DCo for the first time, so we act as the face (or voice!) of the services we offer.
At DCo, every day is a learning day; we are constantly looking at ways that we can improve the sales process to make for a better experience for everyone we contact, so we often hold meetings to discuss our ideas and experiences.
We are lucky to be part of an incredibly supportive team and when we as individuals book a meeting with a potential client, we share the news in-house via social media so that the whole team can celebrate the achievement.
WHAT WAS YOUR BEST SALES CALL?
Laura: “I had a great, successful conversation with a strong contact. He said to me: ‘I am usually too busy, regardless of what the product is. But, Laura, I believe in YOU, because you have my interests at heart and I TRUST you, and I know that my business is in good hands. I’ll have whatever you are offering…’”
Maria: “After three years of unsuccessful calls with a difficult-to-reach client, I touched base with them just after 9am on my first day at work and secured an appointment. My manager and other members of the team stood up and applauded. I went on to secure a further two appointments that day. It’s all about tenacity and disregarding the knockbacks. At the end of the working day, as long as we leave the office knowing that we have put 100% into our job and made positives out of all the negatives, we have achieved our ultimate goal.”
Give us a call today to understand what learning and development options we could offer your business: 01437 721879.