Home > Personal Selling > Sales Visits

Sales Visits

Has anyone reach a point where you don't have anything to say to your customer/client when you are paying your routine visits?

My boss wants us to make frequent visits to "make our presence felt". I really felt that it is meaningless when you just go for the sake of going.

The customers/clients must be wondering in their mind "why are you here everyday when I have nothing for you". And considering that everyone in their office look so busy and I really felt like I'm intruding on their work and disturbing them.

It is still okay if you really have something to follow-up or have an official agenda to justify your presence. Else, sometimes I really feel like why the F am I there when I have nothing concrete.

Please help, I bet this is a dejavu for all salesmen out there. What would you do in such situation? - by Joshua Z
I completely agree with you. To stop in without a purpose or commitment objective is pointless.

If your boss wants your presence felt I guess you could stock shelves for them or something but it won't get you any more sales.

Follow up with cients is important and staying within their peripheral view I think is helpful. There are lots of ways to do that without parking yourself in their office. Make the meeting fruitful so he looks forward to your coming otherwise you're wasting their time.

In my Opinion that is.... :)

Aloha... :cool: - by rattus58
Hi Rattus...thanks for sharing the same sentiments. I'm really losing focus. I really don't know if there is a problem with me or my pool of clients. I really starting to doubt myself.

Why are they always so "busy"? Seriously, I don't turn up at their door knocking with a "Swivel-Broom2k9" in my hand. In fact, I always put their concerns first rather than my products.

Yes, it is true if it is the other way around. I will shun away MOSTLY on consumer products salesman. Don't get me wrong, it can be the best product on this earth and value for money, but if I don't need it, I will want to be straight forward with him/her and save his/her valuable time for their other potential prospects.

But for my case, I'm dealing with industrial products and services. The clients I'm serving, are in fact using what I'm selling and definitely getting from my competitors. Why? Price objections.

Being a saleman and knowing why I lose the order, naturally I would want to get back into the competition. My greatest agony is that they refused to disclose anything from the start till I lose the order. I tried follow up most of the time, and if there are any price objections, they are most welcome to voice out. And they will (of course most of the time) reply with "still evaluating, will feedback if there is anything". The next thing you know, they had already closed the tender and awarded to someone else.

By the way, my superiors and a whole lot of people are saying value of the products/services rather than fighting price wars. How do I convince my prospects when I jolly well know that my competitors are offering identical products at a lower price, shorter delivery, and with much more services that we don't even have !!! And with all these in my heart and mind, my boss are still repeating the same lines over and over again. WTF ! Value-added? Ya, with what? I think the next best thing I can do is to provide lips service and a bar hostess sitting on the customer's thigh to secure that deal.

How do I go about opening their "inner doors" to me? How often should I "disturb" them? I don't know whether is this a cultural thing with the races or nationality that I'm dealing with.

Call me pessimist, jaded, maladjusted or whatever. Do you think I'm not crafted as a salesman? - by Joshua Z
Hi Rattus...thanks for sharing the same sentiments. I'm really losing focus. I really don't know if there is a problem with me or my pool of clients. I really starting to doubt myself.

Why are they always so "busy"? Seriously, I don't turn up at their door knocking with a "Swivel-Broom2k9" in my hand. In fact, I always put their concerns first rather than my products.

Yes, it is true if it is the other way around. I will shun away MOSTLY on consumer products salesman. Don't get me wrong, it can be the best product on this earth and value for money, but if I don't need it, I will want to be straight forward with him/her and save his/her valuable time for their other potential prospects.

But for my case, I'm dealing with industrial products and services. The clients I'm serving, are in fact using what I'm selling and definitely getting from my competitors. Why? Price objections.

Being a saleman and knowing why I lose the order, naturally I would want to get back into the competition. My greatest agony is that they refused to disclose anything from the start till I lose the order. I tried follow up most of the time, and if there are any price objections, they are most welcome to voice out. And they will (of course most of the time) reply with "still evaluating, will feedback if there is anything". The next thing you know, they had already closed the tender and awarded to someone else.

By the way, my superiors and a whole lot of people are saying value of the products/services rather than fighting price wars. How do I convince my prospects when I jolly well know that my competitors are offering identical products at a lower price, shorter delivery, and with much more services that we don't even have !!! And with all these in my heart and mind, my boss are still repeating the same lines over and over again. WTF ! Value-added? Ya, with what? I think the next best thing I can do is to provide lips service and a bar hostess sitting on the customer's thigh to secure that deal.

How do I go about opening their "inner doors" to me? How often should I "disturb" them? I don't know whether is this a cultural thing with the races or nationality that I'm dealing with.

Call me pessimist, jaded, maladjusted or whatever. Do you think I'm not crafted as a salesman?
Try this.
Explore with your clients. Who are they, what are they, what do they do, who do they do it with, when do they do things, when do they buy, for example. What are they looking for in your or your competitors