Sales is not an easy occupation.
One thing that you will constantly hear from new sales people is " How do I get more sales".
There are 3 steps that you can incorporate into your sales process that will allow for success and increase your sales.
Here are 3 fundamentals to help you grow your sales: 1.
Identify your ideal target market - you can not be everything to every company.
Focus on a sector or segment.
Once you focus on a sector or market, then you focus on the ideal individual or individuals in those companies, such as Chief Financial Officers, Vice Presidents of Sales, Managers of Operations, Directors of IT and others.
2.
Realize that sales is a numbers game - If you make one call and never call back, then you are missing the biggest opportunity to sell.
According to a Notre Dame University study; 44% of sales people quit trying after the first call 24% of sales people quit after the second call 14% of sales people quit after the third call 12% of sales people quit after the fourth call 94% of all sales people quit calling after the 4th call and this is where 60% of all sales take place.
Keep calling your prospects and keep sending them information.
3.
Alignment of the planets - basically, put together a call schedule (in person or over the phone) to contact people.
Eventually the planets align and if you are persistent then you will be first of mind and when the client needs something, they will call you.
You should connect with a prospect every 4 to 6 weeks and tell them about a new service or widget or aspect of what you are selling.
Keep at it and the law of averages will work in your favor.
If you look at 100 to 400 companies that you continually "farm" this would mean that you are contacting between 25 and 100 companies per week or between 5 and 20 companies per day.
If you are going to call a person, a good piece of advice is that you send them something by mail or email and then follow up a few days later.
This way you have a reason to call and something to talk to them about.
The biggest part that will determine your success is your persistence.
If you stick at it and continually stay in contact with a prospect, then you will end up succeeding.
One thing that you will constantly hear from new sales people is " How do I get more sales".
There are 3 steps that you can incorporate into your sales process that will allow for success and increase your sales.
Here are 3 fundamentals to help you grow your sales: 1.
Identify your ideal target market - you can not be everything to every company.
Focus on a sector or segment.
Once you focus on a sector or market, then you focus on the ideal individual or individuals in those companies, such as Chief Financial Officers, Vice Presidents of Sales, Managers of Operations, Directors of IT and others.
2.
Realize that sales is a numbers game - If you make one call and never call back, then you are missing the biggest opportunity to sell.
According to a Notre Dame University study; 44% of sales people quit trying after the first call 24% of sales people quit after the second call 14% of sales people quit after the third call 12% of sales people quit after the fourth call 94% of all sales people quit calling after the 4th call and this is where 60% of all sales take place.
Keep calling your prospects and keep sending them information.
3.
Alignment of the planets - basically, put together a call schedule (in person or over the phone) to contact people.
Eventually the planets align and if you are persistent then you will be first of mind and when the client needs something, they will call you.
You should connect with a prospect every 4 to 6 weeks and tell them about a new service or widget or aspect of what you are selling.
Keep at it and the law of averages will work in your favor.
If you look at 100 to 400 companies that you continually "farm" this would mean that you are contacting between 25 and 100 companies per week or between 5 and 20 companies per day.
If you are going to call a person, a good piece of advice is that you send them something by mail or email and then follow up a few days later.
This way you have a reason to call and something to talk to them about.
The biggest part that will determine your success is your persistence.
If you stick at it and continually stay in contact with a prospect, then you will end up succeeding.
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