Welcome to Day 2 of the Taking Sales Action Contest. I’m calling this a contest because I like to have fun and enjoy as I go, but you can be more serious and just focus on the fact that these activities will lead you to more sales. Find the actions that work for you; post action ideas we’ve not done yet, and you can have a hand in the success of others.
If your a reader of this blog but don’t normally post comments, please send me one privately if you don’t choose to post publically and let me know what your business is and what sales actions you are working on. Posted comments are most helpful to all.. will get off my soapbox now about that. Bottom line: take actions.
Today our focus is on reviewing all existing opportunities that you have in your funnel or pipeline. I am making an assumption that you do track opportunities, rather than prospects – and that you carefully track and update the stages that these opportunities are at. If you don’t, please do – because it could be one of the single most important things you do to help your business grow. More on that at another time.
As you look at your existing sales oportunities, ask yourself or your sales team if each one is qualified – in other words, do you know enough about their situation to know whether they are a best-fit potential customer for you? Do you know the who, what when, why, and how of their business pain, about your offering, and whether your services or products can cost-justify to help them solve or improve part of their business issues?
Are you passionate about your offering? One of my colleagues, John Browne of Workpump and I gave a presentation yesterday called: 4th and Goal – which was similar to this contest – we offered ideas for now on sales and marketing plus positioning yourself for a bigger 2006. John stressed this:
If you’re not wildly passionate about how your offering helps others, then I’d suggest you find something else to sell.
Back to reviewing your opportunities – are they real? are they qualified? what business challenges do your prospective customers have around this issue? Was your proposal or solution clear? Revisit that.
If you feel you were not clear or could be more clear, literally pick up the phone, call the prospect, and ask them if they have ten minutes for you to clarify the ideas you proposed – and get their agreement in principle or learn their objections to your offer. Only then can you tackle the issues and help them with a solution.
It’s not magic, but it is a process that can work time and time again. Keep your focus on helping your prospective customer, and not on putting money in your pocket. Oh, and don’t act desperate – that is very unattractive. Makes sense? Post your thoughts and successes.