Thoughtful Thursdays – Want to sell more?
Perhaps the this question should be asked first: “Why wouldn’t you want to sell more?” There might be an obstacle with capacity output, meaning that incremental sales may not be able to be fulfilled.
I can not think of many instances where a sales professional would not want to sell more unless it is a play to maximize their compensation, and if that is the case, the compensation package surely needs to be reviewed.
Lets assume that you want to sell more. Today’s thought is about things you want to consider in the quest for increasing sales.
- Schedule calls to the customers you have lost to your competitor and re-engage them
- When was the last time you attended an industry meeting and networked?
- Are you known in the industries and markets you sell into?
- Do you review and update your target lists on a regular basis?
- When was the last time you called the bottom 20% of your customers and thanked them for their business?
- Do you have more price concessions than price increases?
- Have you reviewed your value proposition(s) lately?
- Are they still valid?
Selling more is more than a function of the number of prospects you have. It is a combination of related activities working in conjunction with a rich list of prospects.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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