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Jan
03 2012

3 Ways to Increase Your Sales in 2012

Syndicated from: Fearless Selling » Blog

Another year has come and gone. For some sales people 2011 was a great year while others struggled to make ends meet. Like many sales trainers and speakers, I thought it would be appropriate to list a few things that will help you achieve great results in the upcoming year. Here are three that immediately come to mind. Make more appointments This may seem like an obvious one, but many sales people get hung up on the administrative aspect of their job and end up wasting a ton of time on paperwork when they could be selling. If you are serious about increasing your sales in the upcoming year you MUST make appointment-setting your number one task each and every day. Set aside time every day to make calls and set appointments. Target your prospecting Many sales people cast a wide net hoping to catch something. Unfortunately, this approach doesn’t work unless you sell a product or service that appeals to wide range of people or businesses. In today’s highly competitive business world it is essential that you narrow your prospecting efforts. Who could most benefit from your product, service or solution? If you want to stand out from the crowd you need to become more specific on who you target. Increase Your Pre-Call, Pre-Meeting Research To survive in the today’s business world, you need to invest time researching your prospects BEFORE you contact them to arrange a meeting or appointment. Meeting with an executive and saying, “I’d like to take a few minutes to find out exactly what you do and what problems you’re facing” will not get you very far. Corporate executives and key decision makers are too busy to educate you. They expect you to know AND understand their business and the challenges they are encountering. They don’t have time to listen to a self-serving sales pitch that does not address their specific needs. Conducting pre-call, pre-meeting research is absolutely essential if you want to survive in today’s tough economy. It is the ante. The price to play the game. If you don’t do the homework before contacting a high-quality prospect, you run the risk of losing the business to a competitor who took the time, did some research, and was able to position his or her offering more effectively. If you’re serious about increasing your sales this year, I suggest you listen to my latest audio program, “Make 2012 Your Best Year Ever.” Get the details here.

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