Far too often salespeople are being given bad advice about how they should be selling their fleet fueling services. Let us explain why some of these tactics are not advisable. |
| Never leave messages??
This is bad advice! |
 Always leave a professional message! It constitutes a contact with the prospect whereby they will become familiar with your services. By not leaving a message, you are wasting your efforts!
Here's what you say "Bill, this is Shane Dyer with XYZ. I'm calling you today because we provide fleet fueling services that help get your vehicles fueled in a highly controlled, cost effective manner. We're helping companies like yours save as much as 20 to 40 cents per gallon over the price being paid at the pump. I would appreciate a chance to talk with you at your convenience to see if your company is a candidate to benefit from our services, please give me a call at 541-382-0975"
Don't be surprised when you start getting calls back! |
| Only Speak To A Decision Maker
And lose the opportunity to develop advocates??? |
 While it's important to always try and focus on the decision maker, refusing to spend time speaking with receptionists, controllers, shop managers, etc, denies you tremendous opportunity to learn about the company and where they have issues. It also denies you the opportunity to develop advocates for your product. All sales professionals know that their best sales are often made when an influencer in the company helps them along. To suggest that you drop all contact with the company unless it's the owner is simply bad advice!
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| Using Sneaky Back Door Tactics
Absolutely the worst advice possible |
 For example, going to Hallmark, and buying birthday card envelopes to send your promotional information in. Then hand writing only your name in the return address. Let's see, it may get past the receptionist, but it also blares to the prospect that you will be deceptive, introducing distrust from the very start. This is a marketing tactic from the old days, and one that gives salespeople a bad name.
Good salespeople don't need to be deceptive in order to succeed. Be proud and confident of what you are selling. You don't have to sneak in the back door!
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| Hit Them Hard & Fast
This results in non-producing applications and poor loyalty in those that actually do use your services |
 A common strategy is to send a package with every promotional piece you have available, often before you've even taken time to converse with the prospect and get to know their needs. Then you are to call back every week for the next six weeks with the primary goal of retrieving a completed credit application.
If this is how you are selling, you really need to embrace the PowerUp Fleet strategy. You are not selling your product value based on how it will help the customer. You are simply throwing yourself out there and trying to strong arm them into signing up with you.
You may succeed in getting a contract back, but will they even truly understand why they are doing business with you? Our experience is: NO!! More importantly, you are not building a connection with those prospects who reject your approach. Remember, people buy because of needs, trust, and relationships. | |
The PowerUp Fleet Strategy is to sell your value in a professional, compelling manner that helps establish a loyal customer for your business. The Fleetcard Marketer is a relationship building software system for prospective customers. Call us today to get your sales and marketing on track with the right message and tools!
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| Shane Dyer |
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You are competing with professional sales organizations that want to own your market. Let us help move you above the old outdated tactics and get you on track to selling the value of your excellent product and services.
Start Powering Up your sales team by getting them registered in our November 7th training session in San Francisco, CA. |
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| How To Sell Commercial Fleet Fueling Seminar! |
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San Francisco, CA
November 6th, 2007
Salespeople who are not properly trained often fail to meet their own personal goals and don't deliver the results your company needs to get ahead in the market. PowerUp Fleet conducts a dynamic sales seminar that helps your sales team get away from selling a price based commodity and onto selling a value added commercial fleet fueling solution.
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| HOW MANY NEW PROSPECTS ARE YOUR SALESPEOPLE TOUCHING EVERY DAY, WEEK, MONTH?
PowerUp Fleet, Inc.
(541) 382-0975
WWW.POWERUPFLEET.COM |
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