Do your prospects and clients know why you are calling on them? More importantly do you? Are you just going through the motions, doing your job and seeing the people or do you have a clear purpose for every call? Reps who have a clear objective in mind before every call will be much more successful than those who do not. Ask yourself is "If this call is successful, what will happen." You should have a specific goal for every call. "Make a sale" is not specific, "Present our holiday tab" is. Sometimes your goal will simply be "identify the decision maker" or "uncover prospects advertising goals for the next quarter." Sales is a systematic process to move a customer along a continuum to the point where they accept your point of view and buy your product. Your goal should always be to take them to the next step in this process. If you can not state a specific objective for each call, this process will take much longer.
Keep Smiling Keep Selling!
Thanks Jim Busch
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