Most people are uncomfortable walking into a room full of strangers, but when it comes to industry events, it's a necessary skill set. Still, it does not have to be torture chamber of forced smiles and small talk. Here are a few tips to help you get the most out of the events you attend:
A classic line we've all heard is that people buy from people they like – that sounds right. People certainly want to work with people they like. But working with someone and buying something is not the same.
Rapport is a state of harmonious understanding with another individual or group that enables greater and easier communication. Sometimes rapport happens naturally; you “hit it off” with somebody without having to try. This is often how friendships are built. However, rapport can also be built and developed by finding common ground, developing a bond, and being empathic.
So many times, we allow our day to get away from us. We start our day fresh and energized and at the end of the day wonder what we accomplished.
There are ways to keep yourself on track. These productivity tips will help keep you in control of your day and accomplish what you want and need to do.
Do you know who your real competitors are? You may think they are the hotels down the street, but are you really comparing apples to apples? It is important to know exactly who your competitors are and to keep up with them at all turns. This will save time and effort later on during the sales process.
There are a two different types of competitors of which you must be aware:
As sales managers, it is financially beneficial to maximize our daytime productivity to achieve our greatest bonus potential, and that means avoiding interruptions.
As important as it is to build rapport with your coworkers, we must also protect our peak sales time. Ask those who stop by if the conversation can resume after peak selling times. Very often, we can deflect the interruption with a cordial,
“You know, I’m really busy right now. I have so many high-priority items on my plate that will affect my numbers today. Can we get together at 5:30?”
When one of your sales peers or someone from another department says, “Hey, can you help me with this,” our inclination is to say yes. Although being a team player is an important value, we want to ensure we are not missing out on potential revenue. So ask your coworker if you can assist them after you close your business for the day. It may take a few times, but your coworkers will start to understand that you are focused on bringing in revenue which will ultimately benefit the entire company.
Remaining focused on maximizing your peak sales time will result in higher sales and revenue for you and your coworkers. If you need to find a quiet spot, see if you can utilize an out of order guest room to make your sales calls. This will allow you to remain on task without getting distracted by competing demands.
Managing your peak sales time is a skill that will result in peak revenue.