You Are The Economy, Mr. Sales Guy
quick sales check If you’d like to earn $100,000 a year but aren’t hitting it, ask yourself… Are you working like someone who makes $100,000 a year – someone who makes roughly $50 every sales hour of the day (almost a dollar a minute)? Are you valuing your time at that level? If you’re not, who will? Email this quick sales check to someone using this or another income level. (are you valuing your prospect and customers time too? see below) sales hobble Top 3 activities that can hobble a sales day… 1. Talking with people who can’t move the sales process along 2. Unnecessary research activities What’s too much? There’s really no definitive answer. It’s particular to your sales world. Many people start to get a gut feel for when they should move on. The key is to act on it and make the call (rather than making sure every little thing is known before the call – fine line, of course). You might be surprised what you can learn by asking a straightforward question of the person who answers the phone or responds to an email. 3. “Crafting” or “drafting” a script, email, or letter Needs to be done, but almost never during the money hours. Always remember… A real sales day is made of contact with people.
confirming action steps (keeping the process moving) As you work through your sales days this month, remember that all sales calls and meetings (in person or on the phone) should conclude with concrete action steps for all individuals involved (even if the next step is to do nothing). And, for those action steps to be concrete for everyone, they must be…
Benefits? Wheel spinning is minimized, everyone’s time is used more effectively on both sides of the table (see the tip below), more people will love you, they’ll ask you to run for president, it’ll be yours if you want it, and… You’ll become a salesperson among business people – the noblest of pursuits. Make it concrete. Always ask yourself “What’s the next step?” And know the answer. help manage their time “Perfection is achieved not when there is nothing more to add, but when there is nothing left to take away.” Antoine de Saint Exupery (1900-1944) Consider the time management efforts of your prospects & customers. Generally speaking, most people have several activities on their plates each day and all of them are perceived to be important. As a result, they (like you) have their own time management challenges each week. Those sales professionals who deliver the most value to the prospect and customer in a clear and concise way with each contact will be those professionals who have their calls returned, meetings taken, and emails replied to (ever avoid responding, engaging with, or asking a question of someone who’s known to be a ‘talker’?). Over the next two weeks, give attention to your regular communications with prospects and customers (by phone, email, voice mail, in person, etc.). Check yourself for unneeded verbiage, vague communication, and cluttered presentation. Make it easy for your prospects and customers to…
The clock is ticking with every contact. Create a feeling (a trademark) of efficiency, value, and respect with your prospects and customers. Help them manage their time more effectively and rise above the noise. salestime reminder Daylight Saving Time begins (in the U.S.) this Sunday, March 8 at 2 am and ends November 1 at 2 am. Be sure to confirm times for all meetings early next week and remind any prospects or customers who might appreciate it. Sales rapport builder… It was Benjamin Franklin who originated the idea of DST in 1784 while in Paris. It’s purpose was to get more value from daylight and conserve energy. |
This is borrowed from a newsletter sent out by http://www.justsell.com
