Inline Plastics Playbook v2 JUL-21

Inspecting the Baskets There are a system and process that helps salespeople to focus better. We call it “inspect the baskets.” Every salesperson should do it once a month, but top performers do it weekly, and here is how they do it. They examine those baskets and ask themselves: “Who’s the number-one qualified lead I’m working on right now so that if I landed that account, life would get really good? Who’s number two? Who’s number three? Who’s number four?” And they work right on down the list. For each qualified lead, the salesperson then asks, “When did I last contact, or ‘touch,’ that person? How often have I touched him or her in the last 90 days, and in what ways? What’s standing in the way of that lead doing business with us?” After that, the salesperson turns his attention to his basket of customers: “Who’s the number-one customer? How often am I touching that customer, and in what ways? What’s standing in the way of that customer becoming a client of ours?” And then onward to the client basket. “Who’s number one, two, and three?” The salesperson goes down the list. “How often is that client contacted, in what ways, and what stands in the way of doing more business with us?” Let’s not forget about all important Referrals - managing those helps us feed our qualified leads basket. Any organization whose salespeople are not inspecting those baskets at least once a month is leaving business all over the street. So many of us have heard this expression before, but it’s worth repeating; ”Inspect what you expect”. Better yet – let’s make sure all sales managers inspect the baskets regularly. This system and process, done consistently, will be sure to give us increased sales and profits.

When you take care of your Clients – They should produce Referrals

Questions – - Which type of relationship yields the highest close ratio? - Which type of relationship yields the highest margin? - Lowest chance of negotiating? - Shortest closing timeline? - Which is the least competitive type of sale you will make? Those referrals then move into the Lead basket and we get to start all over again Referrals – Ask early and often!! Inspect What You Expect - Where is your list of each type? - When do you touch them, how do you touch them, and how often do you touch them? - What’s standing in your way from moving them into the next category?

S A L E S P L AY B O O K

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