A simple way to make more money©
A simple way to make more money©
So let's look at how we can make more money to pay for all that expensive gasoline.
Like every goal setting idea, let's look at the desired end result and work our way backwards to where we are right now.
Our goal is to make more money. In order to do that as a sales professioanals, we need to have customers pay us more. Either our existing customers or new customers. That is pretty simple. So how are we going to do that?
For existing customers we are going to have to sell them more products or services or have a price increase in excess of increasing costs.
If either of these can't be done, then we have to get new customers to start paying us. This requires a couple of additional steps.
First, we have to find them and second we have to sell them.
Since I have been in sales for a number of years, I have had selling skills training well over a dozen times. In fact, I have been a sales trainer for nearly 40 years, so the steps in the selling process are pretty familiar to me.
Since my specialty is field sales Prospecting, I have the critical first step of prospecting pretty well sewn up – that is finding the potential new customers.
This is the one area where most sales people are the weakest. Once they get in front of a customer, most sales people can muddle their way through questioning, features and benefits statements, etc. It is getting front of the prospect – the potential customer - that is the key, however.
No Prospect No Sale
You can't get a new customer if you don't have someone new to whom you can present your products and services. Which, of course, means you have to do some Prospecting. No prospect, no sale.
So prospecting is where you should be spending your time if you are serious about making more money.
Two Ways to Prospect
There are only two ways to prospect that I know of - telephone and face to face. You must do both to have a comprehensive prospecting program. And most sales people use the phone pretty well.
My focus tends to be on the lost art of face to face prospecting. It makes sense when you are in the field anyway, why not stop? A face to face prospecting call, what I call a BLITZ CALL, takes only about 4 minutes and there are a lot of benefits beyond talking to the prospect.
You can do some very important field intelligence work by surveying the company, their people, products, and facility. This can't be done on the phone.
So look at your goal and simply do what needs to be done to accomplish it. Prospecting is a simple way to make more money.
Sell Well and Often,
Bill Truax
Bill@blitzcall.com
© Copyright 2008 WJ Truax
A simple way to make more money - To learn more about this author, visit Bill Truax's Website.
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Gas is $4 a gallon and people are complaining like crazy. No one seems to realize that Congress has done nothing to help us prepare for this since the 1973 oil embargo, but I shouldn't get started on Congress, it is too depressing.
So let's look at how we can make more money to pay for all that expensive gasoline.
Like every goal setting idea, let's look at the desired end result and work our way backwards to where we are right now.
Our goal is to make more money. In order to do that as a sales professioanals, we need to have customers pay us more. Either our existing customers or new customers. That is pretty simple. So how are we going to do that?
For existing customers we are going to have to sell them more products or services or have a price increase in excess of increasing costs.
If either of these can't be done, then we have to get new customers to start paying us. This requires a couple of additional steps.
First, we have to find them and second we have to sell them.
Since I have been in sales for a number of years, I have had selling skills training well over a dozen times. In fact, I have been a sales trainer for nearly 40 years, so the steps in the selling process are pretty familiar to me.
Since my specialty is field sales Prospecting, I have the critical first step of prospecting pretty well sewn up – that is finding the potential new customers.
This is the one area where most sales people are the weakest. Once they get in front of a customer, most sales people can muddle their way through questioning, features and benefits statements, etc. It is getting front of the prospect – the potential customer - that is the key, however.
No Prospect No Sale
You can't get a new customer if you don't have someone new to whom you can present your products and services. Which, of course, means you have to do some Prospecting. No prospect, no sale.
So prospecting is where you should be spending your time if you are serious about making more money.
Two Ways to Prospect
There are only two ways to prospect that I know of - telephone and face to face. You must do both to have a comprehensive prospecting program. And most sales people use the phone pretty well.
My focus tends to be on the lost art of face to face prospecting. It makes sense when you are in the field anyway, why not stop? A face to face prospecting call, what I call a BLITZ CALL, takes only about 4 minutes and there are a lot of benefits beyond talking to the prospect.
You can do some very important field intelligence work by surveying the company, their people, products, and facility. This can't be done on the phone.
So look at your goal and simply do what needs to be done to accomplish it. Prospecting is a simple way to make more money.
Sell Well and Often,
Bill Truax
Bill@blitzcall.com
© Copyright 2008 WJ Truax
A simple way to make more money - To learn more about this author, visit Bill Truax's Website.
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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