Floyd Jerkins founded Jerkins Creative Consulting in 1991 and worked with hundreds of dealers before selling his consultancy to Spader Business Management in 2015 and casually retiring. Floyd and his wife, Jane, moved from Southern Illinois to the beach in the panhandle of Florida. In 2018, Hurricane Michael blew through the area and Jerkins helped several businesses get back up and running.
In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.
By establishing value and knowing how to communicate that to a prospect, the closing ratio goes up dramatically, but so do the margins. A sales-driven organization takes time, energy and the correct vision to have a highly competent team.
This is the first article in a 3-part series about four key elements of professional selling and marketing: 1) relationship selling tips and strategies, 2) hiring, training and leading a sales force, 3) integrating marketing and sales teams to perform as a whole unit, and 4) tips and strategies to measure sales and marketing effectiveness and performance.
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