Tag Archives: Clients

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Converting prospects to clients is all about taking the right approach and making the right decisions from day one. There are many decisions to be made as a sales person. What services will you bring up when meeting with a client? Where will the sales call be held? These questions and more can be answered by a research and information-gathering. When this information is amassed, it’s called Sales intelligence. In this post, we explore the concept of Sales intelligence through an episode from NBC’s “The Office”.

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We’ve covered cold calling on this blog before, but prospecting takes this strategy one step further. Prospecting entails some simple research and makes your cold calling efforts more efficient and effective. By removing the randomness from your sales process, you and your staff can focus on using your talents and meeting your goals.

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The economy is down, but you don’t have to be. These strange economic times have created opportunity to grab new customers. With such a drastic shift in preferences and priorities in place nowadays, the smart salesman or women needs to take advantage of new markets that are opening up. Social networks are a great place to learn about these new target audiences. Be aggressive in this pursuit and be smart with your new strategies.

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One of the most important part of a sales person’s job is to deal with tough customers. They are inescapable. No matter how much you dread calls and emails from these difficult clients, make sure you have a plan in place for such circumstances. Learn from each interaction with a dissatisfied customer for future reference. If you haven’t had many problems with tough customers, we have four helpful tips to help you plan for that first angry call.

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The 80/20 principle, developed by economist Vilfred Pareto, helps us understand “the vital few and trivial many”. Pareto’s principle has been dissected and applied to all aspects of life since and can even help you understand your business. By applying the lessons of the 80-20 principle to your sales process, you can focus on efficiency and become more productive.

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Keeping in touch with you clients is vitally important to any sales process. Providing the comfort and instilling confidence is priority number 1! This process starts early on with mailers and follow ups. Following up with each lead can begin a relationship or cut it short. Make sure you’re follow up is well prepared and unique to each lead.