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
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