5 Ways To Avoid Peaks And Valleys In Your Sales Efforts

Like many things in business, focusing on what you want and taking consistent action often makes a difference in the results you achieve

. This is especially true when it comes to sales. Heres five ways to avoid sales peaks and valleys and earn more with less effort.

Set Goals

Since results come from taking action, set some activity goals -- how many calls, meetings, events, etc. do you need -- to achieve your sales objectives? Break them down to daily, weekly or monthly goals as appropriate and focus!

Be a Prospector

While your website, advertising and other marketing efforts will send leads your way, you must be willing to generate some of your own by prospecting. Put a system in place to regularly find new customers through referrals, networking, past customers, etc. Build and maintain your database your pipeline of current and future opportunities. Dont wait for leads to come to you go get them!

Screen & Qualify

Your success in qualifying customers starts with being clear on your ideal targets -- those who need and value what you sell and have the ability to pay now or in the future. Without clarity, every prospect looks like an opportunity. So be clear on what you want, screen out what you dont and watch your sales improve. Do you have 4-5 good questions to help qualify customers? You should.

Use a Sales System

People buy from those they know and trust so building relationships is an important part of sales. But relationship building in business and in life takes time. For most sales people, it wont happen with a five-minute phone call or a brief conversation at an event.

A system is the best way to insure a consistent approach to building relationships from the initial point of contact to the eventual sale. Depending on the business, it may take a week or months, a few contacts or a lot of them. Select what works best for you then be consistent stay connected and choose methods that appeal to your targets. I recommend a combination of methods, including phone, email and mail. For social media fans sharing articles with connections may work if your ideal targets use this.

Follow up

Follow up is a key to converting more prospects to customers AND getting customers to buy more. So why do so many sales people fail to do this or give up after one attempt? Most sales require six or more contacts, so be persistent and your sales will improve. Remember to incorporate a system for follow up with customers too -- it is the first step to the next sale or obtaining referrals. Whether you mail a thank you card or note, call to determine satisfaction or provide them with a token gift, your follow-up after the sale can pay big dividends.

5 Ways To Avoid Peaks And Valleys In Your Sales Efforts

By: Joan Nowak

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