The upshot of the
abating economic quagmire is dwindling corporate earnings. So, measures must be
adopted to rescue the business from imminent collapse. Taking your sales to the
next level requires the following purposeful action steps:
Ø Positive
Attitude: Negative
attitude, during conversations, inhibits sales success. Be optimistic and
associate with optimistic people.
Ø Sales Goals: Formulate your sales goals and act
on them. Top salespeople often encounter rejection. When you run into obstacles
you have to refuse to give up. As Henry Ford once said, “Failure is the
opportunity to begin again, more intelligently.” Obstacles are latent
opportunities.
Ø Superior Services: It is an irrefutable fact that
the reason most customers do not repeat their purchases is they feel you do not
care, or show indifference. Make a list of your top customers, and call one
each day, asking,” Is there a way I could serve you better?” It opens the doors
of endless possibilities.
Ø Gain Access: Ask for referrals from great
customers; send out helpful information to key prospects. If you can uncover
information about the prospect-such as his or her challenges (business or personal)-and
then research information and materials that could be useful for that person,
it makes a lasting impression.
Ø Listen More: Most customers prefer
salespeople who listen more but talk less. Get them talking about their
challenges, goals and interests.
Ø Follow Through: When you follow up with a call, a
thank-you note, it ensures that the customer feels important and not like he or she has
been sold.
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