Author: admin

This week we begin a 5 part series of super sales tips. I’m often asked by colleagues how they can get more business and so I thought I’d share a few of my secrets. You can choose your own path to success …and since the 2008 recession I’ve had to change a few things to rebuild my business. This is what has made a difference to me:

1. Process

Selling is a process and many people adopt a haphazard approach. Sales lore suggests we need to ‘touch’ people 7 times before they buy from us. That can mean a meeting, coffee catch up, email, netorking event and so on.

Therefore, we need to be organised and so my first secret is to keep track of all leads and enquiries on a simple spreadsheet. 

Each person has a line on the sheet that includes a follow up date. Every month I sort the lines so that this month’s activity is at the top and then I send out emails and arrange meetings for just that group.

That cuts a workload of perhaps 40 opportunities into 10 actions …and means that everyone gets followed up over a longer period of time. 

Don’t climb a mountain – make a molehill and the work becomes easy!

A good process will bring great results. Think about how you can improve your process!

Next week: Sales Secret No.2

The word ‘controlling’ is often used as a term of abuse, when in truth we need to be controlling our business and be in control of our staff, assets, finances and sales process.

We are out of control when we shout, belittle people, make snap decisons, reverse our snap decisons, complain about everyone else, miss deadlines, let our cashflow dwindle, or accept poor performance from our teams.

Being in control does not mean to stifle, dictate, order or rant.

It means we have clear boundaries and that we stick to them. It means we communicate effectively so people know what is expcected of them. It means we are fair and consistent and thoughtful.

Controlling is good! The next time someone complains about a colleague who is ‘controlling’ you might invite them to read this and point out, that in fact, their colleague is out of control.

It’s a business paradox! 

Next week: The first of a 5 part series to share super sales tips!