You Must Take Action Now... Sales and Marketing Training

Guest post by: Brian Sullivan
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Truth - Sales and Marketing Training - By Brian Sullivan

Studies show that average salespeople close one sale for every 26 sales calls they make. They visit each prospect 4.4 times, and their closing rates average 17 percent, or approximately 1 sale out of each 6 prospects.

What if you still made 1 sale for every 6 prospects but rather than having to make 4.4 sales calls to get the order, you were able to only make 2 calls to achieve the same results? This would mean you are getting more done in each call. Which would mean you have more time each day to get more done. You could literally double your sales by moving the sales process along…fueled by a sense of urgency. For example:

Non-Urgent Process

Call #1- Salesperson makes a call to show a prospect a brochure on a new product and to see if there is interest.

Call #2- Salesperson demonstrates the product.

Call #3- Salesperson delivers price quote on product.

Call #4- Salesperson follows up to close the deal.

Urgent Process

Call #1- Salesperson makes call, asks questions to create curiosity, and sets appointment to demonstrate.

Call #2- Salesperson then demonstrates with sample product. On same call, salesperson delivers prepared price quote, asks for the order, and closes the deal.

This week, let’s get more done on each call. By being more prepared, and by asking for and expecting quicker decisions, you will be rewarded with more time each day to become famous in your industry.

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Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

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Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
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