Want to Improve Sales?

One of the issues we face in our sales endeavors is the fluidity of what we do.

Sales is one of the areas of business in which results are defined almost entirely by the decisions of others.

As entrepreneurs we go about our days inching our prospective clients toward making decisions.

Two suggestions for how he should approach each day:

Formulate your vision

Where do you want to be in a year, three years, and five years?

Focus on how you want to feel about what you are doing.

Focus on your relationships with others: family, coworkers, clients, and so on.

Focus on the value you want to bring to each of these stakeholders in your life.

Review this vision first thing each morning after waking up.

Take time occasionally to refine your vision by adding more depth and color.

Focus time on each phase of the sales pipeline

Steer away from focusing on the energy of numbers.

Instead focus on the energy of progress.

Take pride in small wins.

Schedule time each day to focus on building new relationships and finding new problems to solve.

Schedule time for follow-up and follow-through.

Follow-up is touching base with prospective clients in the pipeline who have the problem that your service solves and helping them to move closer to making a decision.

Follow-through is checking in with current clients to ensure that the delivery of the service is going well and solving any issues that arise along the way.

Three-two-two

• Three hours for new relationships
• Two hours for follow-up
• Two hours for follow-through

The key to the success of this focused-time approach is that you be motivated. Motivation should come from the vision.

Chris Spurvey - It's Time to Sell