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Self-Discipline and Sales, The Discipline of Generating Sales, Business…
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Improve Your Ratios
There is a direct ratio between the number of cold calls you make and the number of prospective customers that you will be able to talk to or visit.
There is a direct ratio between the number of prospective customers that you see or talk to and the number of prospects that you can follow up on.
There is a direct ratio between the number of people you follow up on with proposals and presentations and the number of sales that you close.
Start Early
Discipline yourself to make your first call early in the morning, by 7:00 or 8:00 A.M. When you start your day with a face-to-face sales call, you will be more energized and motivated to continue selling all day long.
Many salespeople, because of their fear of rejection, spread their calls out over a large geographical area and then convince themselves that they are actually working when they are really simply driving from call to call.
You are working only when you are ear to ear or face to face with someone who can and will buy within a reasonable period of time. At all other times, you are “unemployed.
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Keys to Sales Success
First of all, keep your funnel full. Always have more prospects to call on than you have time during the day. Never let your funnel become empty. Never run out of prospects.
Second, get better at each stage of selling. Study, read, listen to audio programs, and upgrade your skills in prospecting, presenting, and closing sales.