14 Tips Survival Tips
For A Payroll Service Salesperson
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com
- Word count: 633
- Time to read: 2.5 minutes
Being a payroll service salesperson isn’t easy. In fact, 50% to 66% of all newly hired salespeople quit or get fired in their first nine months of employment!
What Does It Take To Survive As A Payroll Salesperson?
- Be An Advocate For Your Payroll Prospects: More often than not, I have seen salespeople who put their customers'/prospects' needs first absolutely crush it. Relationship-minded salespeople understand and relate to their clients and focus on adding value to the relationship.
- Become A Great Storyteller: Winning payroll salespeople tell great stories…stories of how their product or service helped other businesses solve a problem and questions on the things that are important to a prospect.
- Deliver Every Proposal In-Person/Zoom: When giving a proposal for what you are selling, provide a prospect with a minimum of two options, either in person or via a screen share program. You significantly reduce your odds of closing a proposal if you e-mail it to a prospect and wait for their response.
- Don’t Be Pushy: Focus on getting to know a prospect’s business and not on being their buddy. Although a proactive follow-up process is good, and it shows you have an interest in earning their business, don’t make your approach too aggressive as it will do more harm than good.
- Get To The Office Early: One of the best tips that I would give any salesperson is this: Arrive early to work as it will allow you to get to know your managers on a more personal level. More importantly, you can get more “dials” before our co-workers get to the office.
- Keep Score Of Your Sales Results And Sales Activities: The reality is that you need to track what you are doing on a day-to-day basis. This should include the number of calls you made to your database of prospects, proposals you have sent and closed each week, your proposal close rate, the number of NEW appointments you had each week, etc. And once you start keeping score, you will see what is and isn’t working.
- Know What You Are Selling: If you know the business problems your product or service solves, you can have an immediate impact on a business. This is something decision-makers love to hear from a salesperson.
- Plant A Seed Of Doubt: When talking with a prospect who believes they are happy using a competing product or service, ask a few questions that might create doubt in their mind.
- Make More Prospecting Phone Calls: Spend 4 to 10 hours a week making calls to follow up with your database of prospects, referral partners, prospects that have a proposal, etc.
- Watch What Your Top Selling Salesperson Is Doing: I recommend shadowing your top-selling salespeople so you can see firsthand what they are saying and doing.
- Become A Trusted Resource For Your Prospects/Referral Partners: People love doing business with people they like and trust. Use an educational approach to selling.
- Start Asking Better Business Questions: Sales is more about listening than talking. To become a better listener, focus on asking questions. Also, it would help if you took lots of notes as it projects a positive image. When you chat with a friend, waiter, or waitress, practice asking them questions.
- Your Sales Pipeline Is Your Life: In sales, it is all about what you sold today. After a sale, do your happy dance and get a few high-fives; then go back to building your sales pipeline. Use an Excel sheet to keep track of your proposals by month.
- Put Away Your Personal Phone: One of the best things you can do is this: Put your phone away when making your follow-up calls. You and I both know it’s a huge distraction if you don't!
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.
© Drip Marketing, Inc. All Rights Reserved May Not Be Used Without Written Permission.
