How to Achieve Your Sales in 2010
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How to Achieve Your Sales in 2010
by: Kelley Robertson
I'm sure by now that you have established your sales targets for next year.
If you haven't I suggest that you get cracking and do it now. Time is slipping
past! If you have set your targets, congratulations! Here are 10 things you can
do to achieve those goals.
- Invest time prospecting for NEW business every week. Most salespeople
rely on existing clients to generate their sales. Allot a specific amount of
time to look for new business opportunities whether it's within a current
account or a completely new company. How much time are you prepared to
commit to prospecting for new business?
- Expand your reach. I know a VP of Sales who regularly gets his team
together to brainstorm new industries they can target for their products.
This helps his company consistently exceed their sales goals. What new
industries or vertical markets can you target?
- Improve your value proposition. Forget the tired approach of "Here's
what we do and here's the awards we've won." What RESULTS do you help
companies achieve? Focus on developing a 30 second pitch on this and make
sure it is focused on your prospect, not your company. How can you improve
your value proposition?
- Improve your questioning skills. Most sales people think they ask good
questions but in fact, they don't. Learn how to ask high-value, high-impact
questions that make your prospects think and that differentiate you from
your competitors. It may sound easy but it isn't. It requires forethought
and courage to ask. What new questions can you start asking?
- Ask for referrals. I know, I know. You've heard this before. So have I.
But I'll be the first to admit that I don't execute consistently even though
I know better. And the fact of the matter is referrals have a shorter sales
cycle not to mention a higher closing ratio. What will you do to ensure that
you ask for referrals more consistently?
- Perfect your presentations. I'm not talking about memorizing your sales
pitch. Instead, this is about adapting each sales presentation so that it
addresses the specific needs of each prospect or customer. It also means
investing time to rehearse every sales presentation before you meet with
your prospect. What do you need to do to improve your sales presentations?
- Gain agreement. This may sound obvious buy many sales people fail to ask
for some type of commitment when they meet with, or talk to, prospects and
customers. Asking for some form of commitment at each stage of the process
increases your opportunity to close the deal. This can be as simple as
asking, "What are the best next steps?" or "Are you prepared to move
forward?"
- Keep your name in your prospect's mind. A call or two is not enough. You
need to find creative ways to keep your name in your prospect's mind. This
can include snail mail, email, networking, drop-by calls, etc. and make sure
that every contact offers some type of value to your customer and prospect.
What can you do to keep your name in your prospect's mind?
- Improve your selling skills. The business world has changed in the last
12-24 months. If you have not adapted your adapted your approach you run the
risk of being ousted by the competition. This means you need to read a book,
listen to a podcast, take a training program, get some coaching, or join a
Mastermind group. And don't just listen to what being said; work at applying
the concepts into your business. How can you improve your sales skills?
- Show customers why they should keep doing business with you. Just
because someone has bought from you in the past does not mean they will
continue to do so in the future. In today's business climate you need to
constantly prove to your existing customers why it makes sense to continue
buying your product/service. What can you do to reinforce this to your
customers?
Although the recession is officially over, it will take time for businesses
to recover. Modify your approach now and apply the concepts in this article to
make 2010 your best year ever!
© MMX Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales
professionals close more sales with less effort. Kelley conducts workshops and
speaks regularly at sales meetings and conferences. Receive a FREE copy of 100
Ways to Increase Your Sales by subscribing to his free newsletter at
www.Fearless-Selling.ca.
Contact him at 905-633-7750 or
Kelley@Fearless-Selling.ca.
Contributor:
Kelley Robertson
Published here on: 17-Jan-10
Classification: Sales
Website: www.Fearless-Selling.ca
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