Customers are less accessible, more skep- tical and take longer to make a decision to buy. Before they sign the order, they not only want the salesperson to dance a jig, but they want to make sure the price is right. All this adds up to added frustration, slimmer margins, longer hours and even lower commissions. This is why everyone in sales needs an extra edge, even a slight advantage over the competition. When you're making sales calls, following up on the telephone, answering inquiries and attending seemingly endless meetings, there isn't much time to develop a strategy.
Maximum accessibility is the new reality and it counts for more and more in business.
Along with your primary telephone and fax numbers, make sure your customers have your home, beeper and mobile telephone numbers, too. Emphasize that you are always available and that you welcome calls. This increases customer confidence. Improve your sales cycle management. Improved productivity is the key to increasing your sales.