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Maximize Revenues©
Written by: Bill TruaxArticle Overview: Most sales teams are missing the easiest way to grow revenues. It all has to do with the way they are trained. Companies tend to focus on training that doesn't achieve their goals. Perhaps because, "that is the way we have always done it." Here is an answer for doing it right.
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Maximize Revenues©
Maximizing revenues does not mean cutting staff or raising prices. I am talking about growing your business so that everyone stays employed and you may even be able to lower some prices.
There are several ways to maximize revenues. All the ones that I like deal with selling skills. And those all start with the most important selling skill – Prospecting.
Two fold approach
I am going to fall back on ideas from previous articles and say that all Prospecting programs should have a two fold approach – tele-prospecting and face to face prospecting – what I call a BLITZ CALL. This way all bases are covered.
If you are a sales executive within a company, be sure that you provide all your team with comprehensive Prospecting training. If you train your people in Prospecting, you will be one of the very few companies that do. I know many companies that provide very expensive sales training on a regular basis, but no, none, zero, prospecting training. How stupid is that?!!!
If you don't have a Prospecting resource, maybe I can help, send me an e-mail.
Just think about your market and products. You have a product or service that is needed by your market. People who need your product or service, but are not buying from you are buying from someone else. Therefore, if you want to maximize your revenues, you will have to start finding and selling to those people.
The first step in that process has to be Prospecting. It isn't questioning, it isn't objection handling, features and benefits statements or closing, it is Prospecting.
Once you have made that first prospecting call your BLITZ CALL, then you can bring in those other selling skills.
But the single most important action your sales team can take to maximize revenue is to get new sales. The only way to do that is to find and sell new Prospects.
Two types of Prospects
And all the Prospects don't have to be in new companies. I will bet than many of you have great potential sales within your existing customer base. The reason you haven't sold them thus far is that your people aren't Prospecting within customers.
How embarrassing can it be to find out that one of your customers buys some of their materials from your competitors? I know this happens a lot, because I go out with sales people all the time and see it.
So make your Prospecting complete. Call on new people who are not customers and also on potential clients within existing customers.
Here we go again think about this, "If your sales team makes 6 BLITZ CALLs a week for 40 weeks, that will be 240 new Prospects in the next year. How will that change your life?
Sell Well and Often,
Bill Truax
Bill@blitzcall.com
© Copyright 2008 WJ Truax
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Article Tags: blitz, e mail, objection handling, prospects, sales executive, several ways, tele
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About the Author: Bill Truax RSS for Bill's articles - Visit Bill's website  Click here to visit Bill's website   Prospecting and Making Cold Calls What is the Most Important Selling Technique Todays Entrepreneur is First of All a Sales Professional It is Easier to Increase Sales than to Cut Costs Prospectings 8 Simple Steps |
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Green Gardener Goals
- - Grow Revenues in 2007 towards seven figures or set stage for 2008
- Turn a Profit in 2007
- Develop online marketing capacity in ecological interms of web traffic
(not sure about metrics)
- generate 1000 sales leads via online, print, personal contacts events
- Christmas ecological product lines
- Have an email newsletter of between 1500-2000 recipients
- generate $50,000 in online sales of plants, seeds, gardening accesories and Ecological Gifts in 2007
- develop community based marketing program based on lessons learned in pilot
- systematize sales, admin, operations and Real Time Enterprise Capacity
- feel good enough about 2007 to go on vacation in Jan 08
- buy land in country
Re: 40 cents per dollar is spent in a franchised business
- Hey Ringo,
In general terms the location itself isn't even looked at until the franchise agreement is signed and the fees are paid to the franchisor. Then and only then do they start looking for a location. This is common practice and with the plethora of commercial locations that are available right now we are seeing landlords bend over backwards on negotiations to get a good tenant.
That being said, the area is what the franchisor will look at on the demographics, they won't generally put a franchise in an area just because a buyer wants it there, most times the buyers have a preconceived notion of what they consider "the right spot". The franchisor has the data to support specific demographics, so that is where the help comes into play.
The due diligence items I recommend looking into prior to buying are:
1. Average Expenses.
2. Average Revenues.
3. Litigation.
4. Business model.
5. Training.
6. Existing franchisees.
Most of the time once you get through those things the rest is easy to get through. You need to know how much it cost, how much you can make, what is your exposure legally, is the model right, who/how are you trained and talk to as many existing franchisees as you can.
You are looking for consistency. There is absolutely no way that every single franchise owner is happy with the home office, it is just impossible.
You are looking for consistency, hearing the same things in general. Numbers, support, training, advertising, marketing, ongoing training, growth, industry etc...
If you don't hear consistent things, most likely the model isn't working in all markets or there is something else affecting it like industry or distribution or training.
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