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,
© Copyright 2008 WJ Truax