Creating a universe of customers who are likely to benefit from your offerings adds focus to your salespeople s efforts. Whether a prospect responded to some form of advertisement or is being targeted for cold calling, making appointments eases the way for the salesperson to get through to the decision maker and generate his or her interest in learning more about your product s value. Keep Records There will always be some degree of recordkeeping associated with sales. Your salespeople will interact with many potential customers and must keep track of what was said or promised at each part of the sales cycle. Fortunately, many good contact management systems are on the market to help streamline this activity.
Effective performers spend most of their time calling or meeting with customers.
They carry out the administrative parts of their jobs either early or late in the day and don t use paperwork as an excuse to avoid speaking with people. Consistent A process is defined as a series of related steps that lead to a specific end. Top salespeople perform the same basic process over and over again, fine tuning their tactics to achieve greater results. Lagging sales are usually the result of deficiencies in the sales process, such as inconsistency in activities. Build Relationships Customers buy from people whom they like and trust, and who can deliver what they promise.