Drop In

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

The acid test for consultative selling greatness. Can I drop-in, and be seen?

Rate yourself on 37 fundamentals for dropping-in…

Self Evaluation & Personal Game Plan

1=poor 2=average 3=good 4=very good 5=excellent

1=never 2=hardly ever 3=sometimes 4=frequently 5=always

If you are serious about achieving sales success, I recommend you post this test someplace where you can see it every day. Create an action plan for each rule that you rate a 4 or below. Work on two of your deficiencies each day. Act on these principles until they become a way of life.

I achieve business friendships with most of my customers. 1 2 3 4 5

I’m on a first name, friendly basis with gatekeepers. 1 2 3 4 5

Customers always take my calls. 1 2 3 4 5

I feel at ease with my customers. 1 2 3 4 5

I can name things that I have in common with each customer. 1 2 3 4 5

I have a personal and business information file on each customer. 1 2 3 4 5

I spend 5-10 minutes with each customer on non-business issues. 1 2 3 4 5

When my customer really isn’t in, he/she returns my calls promptly. 1 2 3 4 5

My customer’s ask personal questions about me. 1 2 3 4 5

When my customer’s have questions they can’t answer they call me first. 1 2 3 4 5

I consider myself a resource – not a salesperson. My customer’s ask my advice.
1 2 3 4 5

I do training for my customers. 1 2 3 4 5

I know my customer’s industry. 1 2 3 4 5

I know how my customers company operates. 1 2 3 4 5

I know how my customer serves their customer. 1 2 3 4 5

I always know something new about my customer’s business and industry. 1 2 3 4 5

I always know something new about my customer’s main competition. 1 2 3 4 5

My customer’s know they can count on me. 1 2 3 4 5

I get unsolicited referrals from my customers. 1 2 3 4 5

I am considered an authority in my industry. 1 2 3 4 5

I do training for my company. 1 2 3 4 5

Does anyone ever say “So-and-so told me you were the best.”? 1 2 3 4 5

I am a member of professional organizations in my field. 1 2 3 4 5

I hold leadership roles in organizations. 1 2 3 4 5

I read an hour each day about my business or my customers business. 1 2 3 4 5

I read 3-6 self-improvement books a year. 1 2 3 4 5

My customer is glad to see me walk in the door. 1 2 3 4 5

I give my customer’s a lift just by being there. I make them laugh. 1 2 3 4 5

I have meaningful conversations with customers. 1 2 3 4 5

I deliver more than promised. 1 2 3 4 5

I’m prepared with something of value when I walk in the door. 1 2 3 4 5

I am willing to take the risk of not being seen? 1 2 3 4 5

I leave a positive (memorable) impact. 1 2 3 4 5

I bring things for my customers – an idea or an item of significance. 1 2 3 4 5

I get sales leads for my customers. 1 2 3 4 5

I refer new business to my customers. 1 2 3 4 5

I make the tough sales. 1 2 3 4 5

OK, you did good in some areas, and rotten in others.

You have an opportunity to get great now, because you have identified your areas of weakness. Make a mini-action plan to improve in each area you’re “4” or below. Work your plan every day.

Here’s the challenge…

Drop-in on three customers a week. Prepare yourself for the visit.

Have a purpose – you just read something, you have a hot lead, you want to give some information. Say you only have a minute – stay no more than five minutes. Deliver your information first – then schmooze for a few minutes. Leave as suddenly as you showed up.