TURN ONE CALL INTO THREE:
Go next door, both sides, or at least visit two more potential or current customers in the same area. When I used to train bank managers to sell they would want to travel thirty miles for one call then return to the branch. Have fun tell your sales staff to (as I did with the bank managers) go to the building next door and visit every office, you might get a pleasant surprise!
CROSS-SELL:
Train sales staff to sell aligned products or a range rather than having only “one product expertise”. ‘But boss I sell left handed widgets I don’t know about right handed widgets… take a deep breath and say… well find out…! Hotels are good at this they have travel experts, meetings experts, corporate experts, incentive experts… come to think of it when I was a financier (before I grew up), we had dealer experts, mortgage experts, leasing experts, personal loan experts and of course bullshit experts. Sure specialist knowledge is great but no sales person should walk out without at least trying to sell a visit by their other product ‘experts’ and they should at least have a broad enough product knowledge to recognise a prospect for anything your organization sells.
Everyone likes to be thanked, a quick note saying thanks for seeing me, or thanks for the order, or thanks for the payment, or thanks for whatever can be a powerful relationship builder.
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