Sales Commandments
Sales Commandments
Sales Commandments
With the recession coming to a slow and bitter end, many organizations are increasing their selling activities. Selling professionals are increasing the amount of both outbound and inbound activities to help fill their pipeline and generate the leads necessary to close business.
Yet with the plethora of activity there seems to be less efficiency. The issue stems from two divergent paths: 1) there are new selling representatives with little professional experience 2) 92% of most selling professionals lack methods and processes.
Similar to the manner of other professions there must be a covenant that selling professionals follow. Without proper strategies selling professionals are similar to nomads in a desert, they seek water but do not know how to find it. Too much time is wasted in our fast paced world. Efficiency and effectiveness are motives for selling success. Creating protocols allows selling professionals to develop yardsticks for success.
The commandments of selling include:
Honor thy Entrepreneurship Selling professionals are entrepreneurs. It is imperative to honor the codes of time, profit and loss. Prospective customers and administration diminish sales time. Spend more time with the most valuable issue- selling.
Honor thy Customers - The competitive nature of business creates a cacophony of activity distracting selling professionals. However, it is imperative to remain in constant contact with customers. When professionals ignore clients, competitors don't.
Thou Shall Continually Market Selling is very much a part of the marketing process. Marketing is an array of activities that assists in building relationships to develop value for stakeholders. Sellers must network, present, write articles, and engage in association activity etc. so that they become as well known as the brand of their product and service.
Thou Shall Remember Value Refrain from telling others about the features of the system or product. Consumers are persuaded by emotion not logic.
Honor Thy Leads The activity that is most important to any selling professional is lead generation. At least 20 minutes per day including weekends and holidays must be spent on developing new leads.
Thou Shall Not Waste Time Time commitments constantly impact selling professionals and managers are quick to point out "time wasters". Nothing is more important then time with clients. Commutation and administration consistently impact time. Group appointments; conduct administration early in the day or later. Avoid procrastination and obtain things that save time. Last, delegate.
Do Not Avoid Customer Service Stop reviewing caller identification and reply to emails and voice mail in a timely manner. Return all calls within two to three hours. 45% of every interaction involves customer service.
Continually Upgrade Skills Physicians and lawyers periodically attend mandatory skills training. Why not selling professionals? Selling is a combination of innate skills and learned behavior. Most importantly, if sellers desire to reach higher levels of achievement THEY must pay for development.
Spend Time with Economic Buyers Gatekeepers continually hinder the achievements of selling professionals. More time must be spent with economic buyers and sellers must react quicker to those blocking paths. Network and seek referrals with economic buyers. Spend less time with those that do not make a decision.
10. Develop or Learn a Process There are generally four steps to the selling process. 1- Preparation, 2 Developing Relationship, 3- Comprehending Need, 4- Reaching Agreement. Having a process is similar to a GPS. It eliminates extra steps and takes you immediately to your destination. Spend less time attempting it solo and learn a process that engages and makes sellers more efficient.
2010. Drew Stevens PhD. All Rights Reserved.
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