Do you feel that the dog days of summer have affected your ability to increase sales? Possibly no matter the time of year, you believe that sales have figuratively if not literally gone to the dogs? What actions do you need to take to reverse those beliefs and realize your goal to increase sales?
Did you know according to sales research that only 2% of sales are made during the first or initial contact?
How does that statistic affect your own sales expectations? What does that say about being consistent in keeping in contact with your qualified prospects or even prospects?
Of course you know the difference between a qualified prospect and just a prospect, do you not? A qualified prospect has these four criteria while a prospect only has 3 and a suspect less than 3.
- Is the decision maker
- Has a need or needs
- Has a budget or dollars allocated to fund the need
- Has a sense of urgency
Many professional sales people be them realtors, insurance agents, car salesmen, financial advisors, web designers, lawyers, financial advisors, manufacturing representatives, etc. fail to invest the necessary time to convert qualified prospects to legitimate customers. In today's sales speak, this is called relationship selling.
Sales Coaching Tip: Remember this old expression: No one cares how much you know until they know how much you care. Would you prefer to buy from someone you know and trust or a complete stranger?
Can you teach a dog a new trick during your first attempt? Of course not, unless the dog is extremely bright. So why would you think that someone would buy from you during your first or even third encounter.
If your goal is to increase sales, then take the time to develop a solid relationship with your prospects and qualified prospects. You will then discover that your sales are no longer going to the dogs.
Take this free sales skills assessment to help you increase sales.
Is your business facing inconsistent or insufficient cash flow, lackluster sales to poor productivity? Maybe some exercise at the sales coaching training gym will get you to where you want to go?
Leanne Hoagland-Smith helps small business owners to C Level executives from Chicago to Indianapolis to worldwide who are truly tired of struggling to unlock the results that they want. Call 219.759.5601 to schedule a free business coaching or sales coaching strategy session to begin to quickly unlock tomorrow's solutions today.