Tips and stories to add value to you and your organisation
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:
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
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Brilliant ways to increase performance, stay employed and keep the money rolling in
Published 2011 Marshall Cavendish
Secrets and skills to sell yourself effectively in the Modern Age
Published 2010 Marshall Cavendish
An insider's guide to working for yourself
Published 2007 Cyan Books and Marshall Cavendish