Improvement: Action steps to take now to improve your sales results this year
1. Develop and execute an aggressive quarterly sales plan.
2. Set a goal to GIVE and GET one new referral each week.
3. Sharpen your selling skills.
4. Encourage your sales team to upsell.
5. Call a satisfied customer and thank them for their business.
6. Ask for the order. |
|
Professionalism: Manage your sales and sell with confidence
1. Plan and execute with a positive attitude.
2. Be energetic. Enthusiasm is contageous.
3. Practice your 30 second elevator speech. Perfect your pitch.
4. Prepare for your sales call and conduct research.
5. Be puntual, polite and professional.
5. Listen.
6. Identify the problem then provide solutions.
7. Ask for the sale. Close with a smile.
8. Schedule a follow up meeting. |
Negotiating: Let's Make a Deal
Smart buyers will always ask for a better price. Instead of conceding to their request and giving them a discount, focus on creating a trade. This means you should ask for something in exchange for making a concession. What can you trade or ask for? Almost anything!
"If I could do that price for you would you be willing to extend the length of the contract for an additional three months?"  "If I could work that out would you be prepared to give me advertising space?" "The only way I could give you that is if you add one more line of products." "Let's put that aside for the time being. Would you be able to give a similar amount of... in exchange for that concession?" The key here is to think outside the box and explore other options available to you. Read more... |
Prospecting: The ABC�s of Prospecting
Make a list of your prospects by category: ABC.
A = a smokin' hot prospect that will do business real soon.
B = a prospect that is warming up to my product or service, but is not ready yet.
C = a prospect on the back burner I need to continually develop.
Work all A,B,C prospects with the objective of blending them into your 'CUSTOMER' list.
|
Added Value: Remember to add value and focus on GIVING referrals.
 When asking for a referral, help jog your client's memory by suggesting people like family, friends, kids' god parents, financial advisor, strategic partners, colleagues, people they network with or their work-out buddy. |
Cool Links:
Click on the links below to see the awesome improvements at the Naperville Area Chamber of Commerce website, follow us on twitter or connect with us on Linked-in.
We hope you enjoyed this newsletter. Remember the 3 B's of selling, hustle and give your professional best.
We want to be your sales management partners. |
