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There are many things to consider when reviewing your selling efforts. It would be simplistic to say that there are three main actions to take, but, well.. call me simplistic today. These are critical steps that must be addressed and dealt with. There are others, but these rank right up at the top:
1) How solid is your personal sales foundation?
Assess your assets and deficits — get an outside opinion or two. Complete a simple A.D.O.C. sheet (contact us if you´d like a copy of the Score More Sales A.D.O.C. sheet — which stands for: assets, deficits, opportunities, and challenges.) Until you have a rock-solid foundation for success, it´s like building on quicksand. All the tools, methodology, and good intentions will sink. Start (or re-start) with a success-oriented framework so that everything else builds on solid ground.
2) Who are your prospective customers?
Be very clear and focused on your target market. Who can best benefit by what you have to offer, and how can you measure the benefits? If your market is "everyone" — you can end up going in too many directions with a broad solution when you could be in a wonderful narrow niche solving similar issues for companies and individuals with similar needs all day long. Most sellers waste a large amount of time calling on and following up with unlikely prospective buyers. By re-focusing, you can save mammoth amounts of time and bring more opportunities to closure through better qualified opportunities.
3) What are you saying?
Do others really understand your offer, and how you are different from others who are in your industry? The litmus test is to ask those in your circle what it is that they think you / your company really do(es) and if you get a blank stare, help them with the answer. Hone this message until everyone around you knows what it is, and how you best serve others. Put it in writing"?¦"?¦ make it into a poster"?¦"?¦ be ready to remind those around you what your company´s value is and why you are passionate about your offer.