Did you know that 48% of all sales people never follow up with a prospect and only 25% of all sales people make a second attempt to reach a prospect? This includes your competitors. Imagine your ability to increase your sales, market share and close ratio if this was corrected. Here is a statistic that is shocking, 12% of sales people make only three stops or contacts. By making an adjustment and holding your sales people accountable and tracking behavior you should increase
At a business meeting I had the pleasure to meet a number of business owners and salespeople. When I left the meeting I had spoken to five people I had not known and learned about their businesses and what an ideal prospect opportunity was for each of them. A day after the meeting which was on a Monday, I realized I could use the services of one of the salespeople I had met. I called the sales person on Tuesday morning and left the following message. Al: “Hello John Doe we m
Meeting with a prospect I learned they had lost about $2,000,000.00 in potential business to their competitors. I also learned additional $1,300,000.00 in orders was no longer coming in from previous
customers. When I reviewed the notes the salespeople had placed in the companies CRM program, I kept seeing: Things are slow, said they don’t need anything. Have plenty of stock, try me next month. Pete not in, I left my card. Whenever I see the same notes repeat themselves over
After using our FREE Sales Force Grader the business owner gained crucial insights on how to maximize the sales performance in his sales force and how to increase sales,profits and market share. You can have Free Access to our Sales Force Grader for the next twenty six hours after which it will be turned off. Answer just 22 questions (it will take less than 5 minutes) and we will provide you with an instant score on the relative effectiveness of your sales force. Along with y
Over the years I have had the opportunity to sit in and observe clients sales meetings. Some of the meetings went very well while others turned into heated arguments. As I observed both types of meetings there was a key distinction between them. In the argumentative meetings there was a tendency on the part of the participants to… Take things personally rather than see the message and the sender of the message being separate. The use of “you said” was common as opposed to usi
The kids are back to school and summer is over and heads turn back to business. What we don’t want is business as usual. We are in the final countdown and in the last quarter to close sales. The big question is, “Will you hit or exceed your sales quota for the year by December 31 and is the health of your sales pipeline sufficient to hit your quota”. Here are Some Sales Tips to Help you Increase your Market Penetration, Market share, Sales and Profits. 1-Take a look at your
This week I was speaking with a new client that just recently went into business for himself.
His biggest concern did not know what business he was really in, even with products to sell.
This client has a great deal of industrial experience and knowledge. He went into a business servicing customers who knew him and will be providing them with a new product line.
When selling these products he did not want to be looked at as a “me too” business selling a commodity. He wante
To support your ability to grow your business, increasing your market share, sales volume and profitability you must have a business strategy for a prospect call. The following six steps are used for the first prospect call and are intended to control the sales process and increase your prospecting effectiveness. 1- You should have been invited by the prospect to their office or facility based on a conversation you had and discovered the prospect’s Compelling Reason. The
Not too long ago I was with a sales person that had one hundred companies as targets for his business. He wanted to increase his sales volume and profits. He was under pressure from his boss to increase sales. While he had the names and addresses of the companies he did not have a contact name. I suggested he go to the prospect’s web site and search for top executives at the company and start calling. Executives in companies are typically found under the title ABOUT US. A wee
The sales process can be broken into a number of stages. The one we will address today is the initial phone call. I compare the initial phone call as similar to drilling for oil. When the drilling begins there isn’t much that happens, the drill bit cuts through the soil, the rock and sediment. During the process there are indicators oil is close by. As the drilling continues the gusher comes in. The purpose of the initial phone call is similar to the beginning of the drilling