Habit 42: Make the Sales Calls!

August 23, 2017 Selling Comments Off on Habit 42: Make the Sales Calls!

To continue with the “Account Development Habits”, let’s look at Habit 42: Make the Sales Calls!

Every salesman knows that making sales calls is really what they’re all about. What separates the average salesperson from a “Top Performer” is the “Top Performer” knows who to call on, when to call and how often to call. This seems like pretty straightforward stuff and I’m sure that most salespeople believe that they truly are doing a great job.

“Top Performers” develop “Target Account” lists. From these lists, they’ve developed a book of business that is based on leveraging their successes. In addition, these lists provide potential prospects that will allow the “Top Performer” to continue to leverage their successes and develop new business.

“Top Performers” leverage their business until there’s no business left to leverage and then they develop ancillary lists from industries similar to their “Success Industries” and continue to leverage business. This whole concept is based on leveraging existing customers and putting them in a position to help you sell. It’s the easiest and most successful methodology I know.

“Top Performers” build a calendar that contains their existing customers, “C’s”
(submitted for approval quotes), “D’s” (approved for purchase quotes) and prospects they want to develop (“Target Accounts”), from their “Success Industries” and make 3 to 4 calls a day focused on these accounts.

“Top Performers” spend most of their time killing projects that are not justified, developing submitted projects into approved projects and closing funded projects. That’s the way to sell!

Habit 42: Make 3 to 4 “C”, “D”, customers and “Target Account” calls per day.

“A Habit” is not work, but just a thing that is done every day and making 3 to 4 “C”, “D”, customers and “Target Account” calls per day is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!