Thoughtful Thursdays – Help insure you achieve your sales budget
Do you follow your sales process diligently? If you are experiencing difficulty making the numbers, it may be beneficial to review your sales process with the objective of determining steps that may be taken for granted.
Successful sales people review and make improvements to their processes on a regular basis. Today’s thought is about one step in the sales process. A step that often begins to be taken for granted as sales success is achieved.
An early step in the sales process involves making contact with prospects in a target market. What I have discovered is that this step in the sales process is often relegated to email and telephone calls.
My suggestion is to make as many of those calls as possible, in person. The usual push back I receive is that there is no time for such activities during the busy day. While I agree that days are busy, there is usually time to make one more call. Just three additional sales calls a week adds up to more than 140 incremental face to face opportunities a year.
I would not expect to make contact on the first attempt in most cases, but in every case the minimum expectation would be to get the name and contact information for the person you will follow up with.
Simply put, there is no replacement for face to face contact, and if you make the effort the results will follow.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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