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Category: Sales
Set appointment first: Qualify second
If we want to increase our sales, the most important thing we need to do is increase the number of face-to-face visits we have with qualified prospects. When consultants come in to companies and assess why they have low sales, insufficient sales activity is usually the root cause.
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The Common Denominator of Success
If you were to ask me what the most important character component of success is, I would immediately say, PERSISTENCE. All people who live the life of their dreams have this quality in abundance. They know what they want and they want it so badly they would eat nail for breakfast to get it.
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Know your company’s MPG
“We’re lost but we are making good time”
That’s what my father would say on our family vacations whenever we got lost. I find some businesses have a similar philosophy when it comes to how they focus their sales activity.
Yesterday, I was helping a client with their sales strategy for 2014. They had done their homework, and had their prospect list. Now it was time to categorize the list. They broke the list down into these categories in order of priority:
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Get your highest margin work
Last year I wrote a blog on a process we could use to determine our highest margin work.
Doing work that gives us the highest margin of profit makes sense, doesn’t it? Yet how many times do we find ourselves getting caught in the price-matching game where we end up falling short of a comfortable profit margin.
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Entrepreneurs, dreams, and discipline
In the fall of 1985, my father retired at age 62 to start his own business. He was an expert in the field of pipeline controls, and he chose to retire early to become a consultant. I remember his fresh set of business cards in the gold-plated holder. It was exciting. Unfortunately, 20 years later, he passed away without having gained a single client.