Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers to these questions.
When you are working with a client or a potential client, make your presence known. Don’t reach out to just one individual in the organization, reach out to multiple individuals who are at multiple levels. Talk to their director of sales, their HR rep, the VP of sales, and if you’re able, talk to their executive. As much as possible, have three conversations or interactions with these people so the company identifies you as the rep for the products you represent. Make sure that you are indispensable to the client and provide value.
To maximize your interactions use the technology that’s available to you and omnichannel to connect with the people in your target organization. For example, there’s LinkedIn, email, and more. Just make sure you’re reaching out and show your interest in working with them.
When you see somebody in your deal or pipeline, it’s important you don’t make a scene. Stay calm and take deep breaths. Bad things happen when you let your emotions get the best of you. Don’t give your client, that team member, or your boss any opportunity to see you as unprofessional. The person who’s level-headed wins the battle.
Make sure you know your company’s policy when it comes to pursuing opportunities and working in the boundaries of your territory. It keeps you in line and it keeps you accountable for respecting someone else’s territory. You want to know the rules before you play the game.
When it comes to approaching a teammate about encroaching a territory, be level-headed, and investigate what their reasons might be. Perhaps they don’t know how the company policy works, so educate them. But if that teammate does know the rules, your approach will tell them you are serious and professional. Clarify the status and solve the problem head-on. If the management allows such a situation to happen multiple times consider another organization with better morale. If you’re finding this happens to you repeatedly, it’s time to put your foot down and have a serious conversation so it doesn’t occur again.
This episode is brought to you in part by IntHerRupt, a podcast designed to empower women leaders to take their seat at the table and talk about timely topics, challenges that women face in the workplace towards leadership, and more. Guests come to the show to share their stories and personal experiences of overcoming the challenges and beating the odds.
This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.