One of the keys to sales success is making sure you are consistently working your sales plan. So, where do you start? Develop a plan that makes sense for you and your business. That plan should include:
- Target market - you can have more than one target but you should only work one of them at a time.
- Prospecting system - how will you connect with those prospects? This system will most likely have a couple of steps to it. Defining them ahead of time helps you schedule them and commit to them.
- Selling process - what will you do when you are in front of the prospect? Take some time to create your list of questions. Selling is about finding out what your prospects needs/wants and seeing if you have a solution for them. And, this is the time when you get to decide whether they are a person/company you want to work with. The only way you can do this is to ask a lot of questions and really listen to the answers. So, create your list - the list you will take with you to be sure you cover all of your bases.
- Quoting and follow up - how will you provide the prospect with a quote? And how will you ensure you get the follow up meeting so you can finalize the sale? This requires a system you can plug into without much thought.
Once you have your plan it is easier to put that plan on a calendar so you are sure to accomplish every step, consistently. When you create a system so there is no gap in activity you will find that your success rate is increased dramatically. The consistent action toward the goal keeps you moving in the right direction.
So, take the time to invest in creating and implementing the plan. Pull out your calendar and get those steps scheduled. Your bottom line will thank you.
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