After many years of marketing online I have learned one thing. There are businesses for the 95 per cent of the world and there are businesses for the 5 per cent. The majority of the businesses online target the 95 per cent. These businesses include MLMs, affiliate marketing, HYIPs, gifting programs, and many other spin-offs. The reason these businesses are so popular is they require very little startup money (usually under $300) and they preach that you can make an extra $1000-$5000 per month with little effort. Most people love these businesses because all they want in life is an extra couple bucks every month so they can take the kids to Disneyland.
As some of you know, I'm the highly introverted (INFP) who is also a Sales and Marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting - at least in the stereotypical 'pick up the phone and cold call' 'sales hunter' way.
Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going to make your sales goal or quota. The feeling can be overwhelming and can set even the most seasoned salesperson into panic mode.
As a salesperson, it’s always helpful to have a long list of prospects. However, if you don’t have a well thought out plan for converting them into customers, you are simply setting yourself up for failure. A low conversion rate is a common problem for salespeople, but one that is correctable with understanding the steps to take through the entire sales process. These steps are easily implemented with little or no cost and can make a tremendous difference in converting a higher percentage of prospects into customers.
This article following article narrate a face-to-face interview between Colleen and Dan Walker(host of Sales Rep Radio). The conversation leads a weekly podcast offering tips, best practices and expert advice for sales professionals across North America and around the world. Colleen throws a beam of light encouraging all sales reps to really focus on the prospecting part of their business,
Do your clients consider you easy? No, not the type of “easy” that wasn’t such a good thing to be in high school, I’m asking if you are easy to work with. The key components to having a good long-term relationship with those you sell to are being someone who is flexible, responsive, and available. Let’s take a closer look at the concept of being easy.
This is the first article in a five part series about “The Patterns of Successful Selling”. The first article is about becoming aware of the patterns of everyday selling, next focus on the patterns of people, then learn how to use the patterns of motivation and last follow the patterns in the process. The final article will be on how to put it all together and profit from this information.
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