DAILY ACTIVITY FOR SUCCESS
People develop a daily series of routine steps. Have you noticed if the steps get out of order something doesn't seem quite right? If you brush your teeth before you shower notice how showering and then brushing your teeth makes you stop and think about the rest of your routine. Your sales day is the same way. Develop a routine and stick with it. Be prepared. In fifteen minutes you can prepare for sales success.
Professional salespeople know where they are headed.
What to do First
You have a customer base that need your attention.
- The ones who did not buy.
- People that did buy
- Previous sold customers that need attention.
Lets take them one at a time
The ones who did not buy. Give priority to this set of people. They need to receive follow up from you by telephone. Before you pick up the phone your call must have a purpose.
Think about what you want to say. Calling and saying, "Hi, Mr. Buyer, this is me and I just want to see if you are still in the market" is a waste of his time and yours.
Give your customer a reason for calling.
"Hi, Mr. Jones. This is Bill Smith from ABC Company and after I spoke with you yesterday I realized I forgot to mention....." Now you are providing something of value. You do not need to ask if they are still in the market. THEY WILL TELL YOU.
Take a Walk
After completing your phone calls you need to get up and stretch, right? It is imperative you know your inventory. Take a few minutes, daily, and look at what you have to sell. If you sell an intangible product make a list of products you have not researched lately. Look for new items that have been delivered recently. Do you know about each one?
Professional salespeople rarely have occasion to say “Oh, gosh. That would have been perfect for Mr. and Mrs. Buyer. I wish I had known it was here.”
Your "inventory walk" has an additional purpose. Look at your inventory. If you notice something wrong with the packing, the display or the product itself bring it to the attention of management. Nothing is more difficult to overcome during the sales process than an item that is not ready to be sold.
ACTIVITY BREEDS ACTIVITY
For as long as you are in business you will hear this. Every daily activity you perform will lead to other activity. Be active at your place of business, in your sales territory or on the telephone. Look at the common traits winners exhibit daily
IF YOU WERE THE GREATEST ACTOR IN THE WORLD AND NEVER GOT A PART IN A PLAY WHO WOULD KNOW? GET IN FRONT OF PEOPLE. SELLING IS A NUMBERS GAME.
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