It is wrong to believe that every company can and will buy from you. For example, it is unlikely sell restaurant equipment to retail clothing stores. You could try, but chances are you would just be wasting your time. In the same way that sports fans see mostly beer commercials and Saturday morning cartoon viewers see mostly toy ads, you must target your prospecting efforts. Take the time to review and track your past sales to clearly define your target types of companies. Once you know your targets, spend your time where you are most likely to find them!
Do you carry a portfolio binder with you when you are on sales calls? Make sure you add copies of reference letters, customer lists, and other testimonials. That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.
The ultimate goal of any business is to make a profit. Four years of business school and over 22 years of work experience have taught me that. Absolutely everything a company buys affects its bottom line. Even a pencil that lasts longer or is less expensive than the previous one purchased helps a company to make more profit. Help you customers get to where they want to go by showing them how to your product helps them make more profit!
Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year? Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?
Investing in yourself is always a safe bet!
Prospecting Your Way To Sales Success – How to Find New Business by Phone, Internet, & Other New Media by Bill Good (more…)
One thing I hear from sales representatives all the time is “My sales manager tells me I need to do more prospecting calls but the days don’t seem long enough. I am already working long hours each day so I don’t know where I can find the time!”
To survive in sales, finding the time to prospect is not optional! The best way to do this is to arrive at the office Monday morning with your week already booked. (more…)
It is dangerous to believe that every company in your target market can buy from you at any time. For example, it is unlikely that you would lease a new car today when your current lease still has two years left. Know how often your prospects buy your products. This is not the same as how often they use your products, but rather how often they renegotiate the contracts for their use. You use you car every day, but you only buy a new one every few years. Knowing where your targets are in their buying cycle ensures not only you being in the right place, but being there at the right time!
Do you track your sales activities? Some sales people think that tracking their activity on sales reports is nothing more than a policing action so the boss can check up on them. The most successful sales representatives look at sales reports differently. They see them as their GPS navigation system on the road to achieving their income and lifestyle goals. Do you know what you need to do today to get to where you want to go? Shouldn’t you?
Cell phones can often cut out. When listening to your voice mail, sometimes all your recipient can hear is “613-???-?295″. They have no way of calling you back if they wanted to! Always say your phone number twice, once close to the start of the message and again at the end.
Pre-call research, either on the internet or from other sources, is great, but don’t over do it. The extra information found, given the time taken away from selling, may not be worth it. Sooner or later you are going to just have to pick up the phone and call the prospect!
Work your territory geographically. When you book an appointment, note the postal code on your calendar. Then when prospecting, book appointments in the same postal code on the same day. When you arrive at a call, make sure to visit the neighbouring companies on either side of your prospect, as well as those across the street. That can add up to 5 calls every time you park the car. Remember, time spent in the car is not productive, so minimize it.
Studies show 25% of sales reps produce 90 to 95% of all sales. Clearly, most sales people are not selling up to their potential and not making the incomes they could. B2B Sales Connections wants to change that.
A Sales Compass is a blog where business to business sales professionals can network. Here you will find motivation, share sales tips, and improve your sales and sales management skills. Together, we can all unlock our sales potential.
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