If you cover a territory and their livelihood requires finding new customers-prospect then a list is most likely an extremely important part of their job tasks. Unless of course you have an efficient corporate office support center dedicated to you deliver high-quality leads that keep you ahead of the best prospects every time ... I don't think so.
Okay-so let's agree that as a representative-you make your money in front of prospects for sale-instead of behind a windshield (or flying in an airplane or a train sitting ... you get the picture). If you could look in their territory and know instantly where your best prospects? And if you could efficiently exploring for its territory, a travel planning system that maximized time in front of prospects for sale – instead of wasting time and money on unnecessary travel?
Well of course-you can (or would be an article too short). The new productivity increasing tools available for the mobile sales representative are simply things ' Jetson '. No we don't have flying cars yet-but man we have some very cool technology here that we, as sales people need to make sure that we are taking advantage. A powerful tool that you need in your arsenal is mapping software.
Free internet mapping services exist for a long time-at least for the world of computer-with MapQuest launch of its online service in February 1996. There are several other options to choose from today, including Google Maps, Yahoo Maps, Microsoft Virtual Earth and much more. These services have been a big help for sales people in finding instructions to the client or the best restaurant.
Consumer GPS receivers really came strong in recent years also. ' GPS ' stands for ' Global Positioning System '. Operated by the Department of Defense, is a network of 24 satellites circling the Earth which transmits data to receivers earthbound. With this information, recipients can calculate the location, speed and altitude. These devices are great to show you where you are and how to get to your destination. The civilian market exploded with demand for these systems.
While online mapping services and GPS devices are great for helping people get where they're going-is most important to us in sales to know where we need to go in the first place! And while we're at it-it would be good to know if we're contacting the best opportunity in the area-and shoot-since we're already there-is there anyone else that we should close by?
This is where enter the mapping software packages. Running on the laptop you already have, combine ease of electronic mapping directions with the convenience of optional GPS turn by turn voice guided. But the real power in mapping software is its ability to marry their list of suspected always important with location on the ground.
' Key value indicators Perspective (FROM PVI) ' let him know the value of your perspective. If you sell pharmaceuticals, is perhaps the number of physicians in practice. Sell managed HR services? Then perhaps the number of employees is his FROM PVI. Whatever it is, you can get a list that includes this destination information. Then you can sort your list on ranges of values that makes sense for you, import it to your map and choose specific pins that identify quickly the value of the perspective.
Once you've mapped your prospect list-believe me-you will never see their territory the same path again. Now you can plan effectively its sales geographically, grouping your best travel prospects to maximize your time where you make your money-ahead the prospect of selling.
Sometimes-how to reach the potential address is only half the battle. If they are located in a huge complex, you can waste valuable time to decide where to park and which input to go through to get to your Office. Some mapping packages offer a link to the aerial photos with amazing clarity. When you set up the meeting, you can really impress your potential customer when you ask them to port to go in her building, when you arrive for the sales call. With your planned trip, you can choose to add a GPS receiver to your laptop and follow instructions of voice guided turn by turn right for its meetings.
Because your map stays with you, you can add all kinds of points that make your life on the road. Want to find Free Wi Fi locations in its territory-type in ' free WiFi Hotspots ' on the internet and get a free list from various sources and import it into your map. Want to make sure that you know where are all your favorite restaurant and café chains? Go to your website-download their sites-and add them to your map. See a wide beach that you want to take your family on your next vacation – check your map!
Mapping software tools are a valuable resource for sales professionals looking to maximize your productivity and increase your sales. Can also do business travel less stressful, more convenient and profitable. There are several available mapping software products on the market today, including Microsoft Streets & Trips 2008 (this is the one where I train), Street Atlas 2008 of ESRI's BusinessMAP DeLorme and 4.5. Check them out and increase your sales now!
About the author:
Keith O'Brien is the President and founder of my point ...Exactly, LLC. He has over 15 years of sales and Marketing experience selling technology products across the u.s. He currently trains sales organizations how to use the GPS mapping and most efficient way to travel to prospect and its territory. Your training helps sales people to reduce travel costs, maximize your time in front of prospects and increase sales. Learn more about how to use the GPS and mapping to increase sales in http://www.mypointsales.com/
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