Thoughtful Thursdays – Increase the effectiveness of your sales calls
A sales topic that often comes up is about improving the effectiveness of sales activities. There is only so much time in a day and people are busier as businesses trim operational costs and increase job responsibilities. This goes for you as well as your prospects.
Today’s sales thought is about ways to increase the effectiveness of your sales calls.
Improving call effectiveness begins with analyzing how your sales time is currently being spent.
- Following up orders
- Putting out sales related “fires”
- Researching new opportunities
- Customer maintenance
- Following up on current opportunities
Are you are spending more time on activities that are not really leading to sales growth? It is not that that what are doing is not important, but is it necessary that you do it? Are there other resources that you can use? In many instances it is up to you and a review of expectations will be beneficial.
Your sales calls will improve when you employ of all tools available in a well laid out plan. In person meetings supported with email and telephone communications is a good combination. Be mindful that the further you get from real time communication the less effective your call may be.
It also requires the support of your prospect. Know and confirm you next steps with your prospect and stick to the plan. Of course there are times when plans have to change, be in the habit of being out in front and minimizing the chances of having to make changes. People like it when a plan comes together.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond to you.
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