Businessbug Blog

Posts Tagged ‘Management’

The year is about to end. You are probably taking a look at the number of sales made this year and the number of sales you expected to make. Some of us will be overjoyed as they have exceeded the expected amount and some of us would be disappointed as they are way behind their target. I would like to congratulate those who made it and would like to say one thing to the people who could not make it and that is, I will help you so that during the next Christmas you can have a big smile on your face.
There are a few ways that you will have to adopt in order to make it happen and reach your target.
To start with, communicate with your best sales people. Take them to a lunch. Try to know what the secret of their success is. Take suggestions from them and share it with the ones who are yet to hit their target.
You need to know the people who are potential enough to buy and try out all your new products. So make a list of 150 most potential prospects. You need to make sure that, this list is really effective. I mean the people must really be potential. Make your salespeople target the 20% of the most potential prospects of your area.
Prepare a script for cold calling and make sure your salespeople use that. Include the features and more uses of your product, openers, probing questions objections and ways of handling those objections. If you can do that, your sales people will be able to gather essential information.
Make it a habit and compulsory task to put every customer detail on the record. Be it a sale or be it not. Record the details even when the customer said, he is not interested to your services within last 5 years. People tend to change their mind with time and you need to contact those customers and you will have at least 20% of those people going for your service.
You need connect with your prospect customers. Write them thank you notes and make sure it is hand written. It will have a positive effect as far as your sales are concerned. Follow it up with a warm phone call and reassuring that the customer appreciates your letter and ask his whereabouts. You are highly unlikely to make a sale on the very first call but if you stick to it, you will get it.