More on how to sell

Another piece of the sales puzzle how to sell :work your plan and plan your work"

Another way to plan your work comes from the old days of extremely high gas prices ala $4.00 per gallon and it was extremely important as a salespeople to plan your day and where you were going to make calls that day. In other times, you just went out and made calls or followed up on a lead and then you headed back to the office (wrong). If you have spent time to go to an area, take just a bit of time to research that area and see if there are other potential suspects there. One sales call can turn in to five or more sales calls.; I usually drew a big circle around an area on the map or using Google maps an area and see the streets, find the businesses that are there and then plan to start at the center (your original lead) then spread out from there. What I found that often if let us say you sell to small business people that you will have a strip mall near your first lead so you can park your car (save gas) and drop your card off. I will almost assuredly tell you that you will find another suspect or too as you cold call. 

So what started as a quick go attack a single lead turned into two, three maybe more leads and thus you begin to build your pipeline to sales. Remember to bring cards, brochures, and be prepared to enter your lead into your database right there on the fly or when you do get back to the office to follow up. Remember that as you make calls do not forget to ask the call if they knew anyone else that might be looking for a product you have and you might be surprised how many extra leads you might find.

Remember plan your work and constantly work your plan and that plan will lead you to success!

More to come...................................