Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the end result that you hope to accomplish and start your planning process from there ... "With the end in mind."
Dale Limes
If you have been in our industry longer than 10 years, you will probably agree that we have seen significant changes in the way we service our clients. The two most significant changes have been with communications and the "reactive" nature to our sales process today.
We all know that top producers in our industry are viewed by their clients as promotional marketing consultants or trusted advisors, not product vendors. In order to be viewed this way, you must uncover opportunities within an account that either increases revenue or solves a problem.
When you can't answer the phone, what does a caller hear? Does your voice mail message give each caller a sense that you are professional, enthusiastic and eager to get right back to them... or does it leave them wondering when and if in fact you will ever call them back?
How would you like to add a few BIG fish to your account list? Wouldn't it be great to find two or three or 50? Well you can do exactly that if you learn how to go Fishing for new accounts instead of Hunting for new accounts!
Many times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.If you don't know anything about the company you are targeting, and don't take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.
Have you ever used creativity in a benefit statement or explained to your clients that you can provide creative solutions for their business problems, but were not sure if you could pull it off after you made that statement?
If you are struggling to get appointments with top level management, you probably have a weak value proposition. But what exactly is a value proposition?
Have you ever wondered about what makes really successful people really successful, or really positive people really positive? They understand how to visualize and believe the end result has already happened.
The best way to begin formulating your sales plan for 2013 is to do a little
"Sales Analysis" of 2012. This is a good time to evaluate what went right and what didn't in 2012.
What is your Sales Goal for 2013? As we begin the first quarter of 2013, we certainly hope this question is a top priority.
Heading to an industry show soon? Trade shows are an important part of our industry, and to get the best return on your time and monetary investment, we may have a few ideas to help.
