Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year didn’t turn out the way you wanted, now is the perfect time to do sales planning so that next year you get better results. Conduct a planning meeting. Your customers are also planning their budgets for next year while you are developing your sales goals for next year. You can … [Read more...]
Archives for November 2015
Getting Referrals: Are you ruining potential business opportunities?
Your new business comes either from your work in prospecting or the referrals from others who know you. Think about your last Chamber of Commerce event or Rotary meeting when you met new people who could refer business to you. People do try to do business with people they like. Did you leave them with a positive or negative impression? Who does the talking? No one likes to … [Read more...]
Strategic Selling Skills: More Brain Less Mouth Selling
Harvard Business Review reports that critical thinking skills (think selling skills that are strategic) are what is needed today for sales. One of the first things you can do is to rank your prospects and existing business. (First, determine criteria for A, B and C accounts) Determine the amounts of time to allocate to your A, B and C accounts. Now use those guidelines to … [Read more...]