I
will be the first to admit that I don't make New Year's resolutions...I set
goals instead. However, I thought it was an appropriate topic for the year's
first newsletter. Here are 6 resolutions that will help you make 2014 your best
year ever regardless of how long you have been selling.
I resolve to...
1.
Make prospecting a priority
Devote
a specific amount of time to look for new sales opportunities. It is easy to
get sidetracked and distracted by more enjoyable tasks but if you dedicate
consistent time to prospecting every day and week, your sales will consistently
grow.
2. Use a variety of approaches
Don't
get lazy and rely solely on one or two prospecting methods to generate to new
opportunities. To achieve the best results, use multiple approaches. This can
include cold calling (telephone, face-to-face), networking, attending conferences
and trade shows, asking for referrals, etc.
3. Research your prospects
The
key is to do just enough research to get some insight into your prospect's
business so you can effectively position your product, service or solution.
4. Develop a new and powerful opening
Get
right to the point and reason for your call. Show that you have done some
homework and that the research you did is relevant.
5.
Develop and ask thought-provoking questions
Weak
and feeble questions that every other sales person asks will not help you stand
out from your competition. Instead, develop tough, deep, probing questions that
make your prospects sit up and think and take notice.
6. Create a powerful and effective proposal or presentation
The
most effective sales presentations and proposals focus on the prospect's
situation. They avoid lengthy commentary on the sellers company. They are short
and to the point. They do not contain marketing hyperbole or corporate-speak.
Most importantly, they clearly answer the "What's in it for me?"
question every prospect has running through their head.
Resolve
to incorporate these concepts into your sales activity/routine and make 2014
your best year ever!
