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Monday, June 18, 2012, 5:04 PM
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What would happen if you applied this ratio of 3 to 1 to your daily actions? In the 40 hour work week,Cheap Emmitt Smith Jersey, you invested 30 hours into activities where you attract attention and build relationships and 10 hours into actually selling. Of course to take this action would suggest you have a specific marketing:
Now you may be thinking I invest a lot of time marketing between business to business networking events, tradeshows, direct mail, and electronic newsletters to blast emails. Yet what is your goal? What is that thought lurking in the shadow of your mind? Be honest. For most the goal is to make the sale,Cheap Kyle Wilson Jersey, close the deal. It is not to attract attention and build the relationship.
There is an old expression of when you change how you look at things; the things you look at will change. If your desired revenue results are not where you want them,Cheap DeMeco Ryans Jersey, maybe now is the time to change how you look investing your time and where you make those investment. Who knows? You just might achieve your goal to increase sales.
If you disagree,Cheap Adrian Wilson Jersey, then let me share with you these statistics:
One (1) out of two (2) leads are not acted upon 90% of salespersons make less than four (4) contacts 80% of all sales are earned between the fifth and twelfth contacts or calls
When these statistics are viewed in light that only 10% of all businesses last 10 years and 50% are gone in the first three (3) years (according to the U.S. Small Business Administration),Cheap Vincent Jackson Jersey, then does it not make sense there is something missing here? What is missing is understanding the sales process is comprised of 3 phases: marketing, selling and marketing. Look at what word is repeated twice.
People buy from people they know and trust. To establish trust means you must earn it and that suggests more than one contact. Each touch with the potential customer or even better yet qualified potential customer needs to focus on him or her as real individuals and not a potential drawer to the cash register. Sales Training Coaching Tip: Top performers are authentic and truly understand the value of relationships.
The goal to increase sales is a noble and necessary one. And there are a lot of so called experts who have sold hundreds to thousands of sales training books sharing with you their proven selling strategies that will catapult your skills turning you into a top performer.
Action plan Goals Calendar
However let me ask you one simple question: If people do not know about you,Cheap Gerald McCoy Jersey, how can you ever convince them to buy your products or services?
Given the global marketplace, now more than ever to increase sales means you must decrease actions devoted to selling and dramatically increase activities related to that dreaded word - marketing. Now again some noted sales training companies and experts will tell you it is all about how you sell and that is true only after you have completed these first two action steps:
Attract attention Build the relationship
The 21st century economy has shifted from the bazaar or open air markets of the past. Now potential customers have a plethora of choices for any product or service imaginable and some even unimaginable. Between technology and jet planes, you can buy from around the world and have delivery in a matter of days.
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