To reach your goals and create the life you want in 2021, forget about resolutions. Instead, start with upgrading your attitude and making yourself the priority. Here are the first 10 of 17 radical personal commitments to make 2021 your best year yet. There is a lot to learn here, but each one can help you reach new heights of selling success.
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STRONG CLOSER Weekly Sales Builders – May 4, 2021
Sales managers, business owners and reps themselves are always seeking ways to shorten their sales cycle. A shorter sales cycle means fewer time-consuming steps to close, revenue generated sooner, and more closes per month. But is it really possible to shorten your average sales cycle without losing too many deals? Yes, because small improvements at key steps can make the difference.
Networking events are a great opportunity to meet and get to know people who might help grow your business – as customers or as associates with whom you can exchange leads and referrals. But you have only a brief opportunity to make a first impression. Your well-planned 20-second networking informercial must engage and interest people you meet, and open the door to new opportunities.
People buy your product or service because they believe something good will happen as a result of the purchase. This is especially true for highly experienced business buyers who have seen it all and heard all the promises from everyone else. They buy to satisfy some specific purpose, and they look for results in satisfying that purpose.
At this point in the year, it is probably clear which of your salespeople will have a relatively strong year and which ones will not. Clearly, the general business disruptions caused by COVID-19 have affected most companies, but some sales reps still outperform, and some underperform. Before you write off those who have been slipping, read these strategies for turning around a marginal sales performer.
Many salespeople constantly ask for referrals but receive few of them, even from customers who are very satisfied. Or they receive unqualified referrals that end up wasting their time. The problem is that these salespeople haven’t learned that there is a structured process needed to ask for, and actual receive the best referrals.
Some sales transactions take just a few minutes from beginning to end; others drag on for months. Whether long or short, they all consist of discrete customer buying stages. At all times during the selling process, you need to know where buyers are in these stages and manage your selling process to best fit each of them. Rush a step in the customer buying stages, or skip a step, and you may never recover.