Ten Commandments of Prospecting
Without prospects, you are unable to succeed at your job. To keep your prospect list fresh, follow these 10 commandments of prospecting: I. Make an appointment with yourself each day to prospect. Prospecting requires discipline. II. Make as many calls as possible. Define your target market and call only the best prospects, but make as many calls […]
Boost Sales with Incentive Programs
Incentive programs can do wonders for your sales figures – but only if the incentives are well-planned. Here are some basic steps to map out successful incentives contests. Pinpoint the goal and audience. Remember to keep the objective attainable, measurable, simple, and meaningful for your audience. Set the budget. The contest should cover its costs. […]
How to Handle Disrupters
You’ve just been appointed facilitator for the next meeting, but you know that if it’s to be successful, you’ll have to rein in a few troublemakers. Here are descriptions of four particularly difficult types of meeting disrupters and how to handle them. The repeaters.These people bring up the same issues and points over and over […]
Four Detrimental Sales Mistakes
There are four detrimental, but easy-to-correct, sales mistakes: 1. Thinking like a salesperson rather than a customer. Thinking like a salesperson places the focus on what you want […]
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sales opportunities: 1. Pay attention. The only thing customers care about is what you can do for them. Don’t limit your research to face-to-face meetings. Read the […]
