Free Report - 49 Ways to improve your sales in good and bad times

Those that excel in sales manage it in all economic climates and financial conditions; good and bad. Selling is a combination of communication, interaction and knowing how and when to ask for the business in a friendly manner.

If you want to get better selling results in good and bad times then you will need to be aware of three main areas to focus on. These areas are: Culturally, strategically and tactically.

Culturally refers to how the idea of selling in your organisation is viewed and your individual mindset on selling. This may mean looking at the whole sales process and pipeline of prospect delivery both corporately and individually to see if they are compatible. What changes or adjustments are required? How soon?

Strategically means what you have to do in a planning sense on a particular issue. It is big picture thinking. It might be something like “develop a better referrals program”. Such a task would have a lot of small steps to be followed up on, developed and then implemented within certain time frames that can be measured.

Tactically you must improve, change or create new and better ways of completing the sales process. So if you want to “develop a better referrals program” there are some tactical operations that must happen. This may mean developing a range of referrals scripts for face-to-face, direct mail, telephone and electronic contact. Then you may have to test and refine them according to the metrics that evolve for different markets and prospect types.

Better selling results requires more thought, more efficient and effective lead generation, increased activity, focussed effort, persistence, better planning, patience and a thorough analytical investigation of your results.

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